Sales Operations Lead

Sales Operations Lead

At Braze, we have found our people. We're a genuinely approachable, exceptionally kind, and intensely passionate crew.

We seek to ignite that passion by setting high standards, championing teamwork, and creating work-life harmony as we collectively navigate rapid growth on a global scale while striving for greater equity and opportunity inside and outside our organization.

To flourish here, you must be prepared to set a high bar for yourself and those around you. There is always a way to contribute: Acting with autonomy, having accountability and being open to new perspectives are essential to our continued success.

Our deep curiosity to learn and our eagerness to share diverse passions with others gives us balance and injects a one-of-a-kind vibrancy into our culture.

If you are driven to solve exhilarating challenges and have a bias toward action in the face of change, you will be empowered to make a real impact here, with a sharp and passionate team at your back. If Braze sounds like a place where you can thrive, we can't wait to meet you.

As the Sales Operations Lead, Capacity Planning, you will play a critical role in shaping the global sales organization at Braze. You will be responsible for designing and optimizing our sales capacity, headcount planning, coverage models, role structures, and compensation plans to ensure we achieve our ambitious growth targets. This highly analytical and strategic role will partner closely with Sales Leadership, Finance, and the People Team to drive data-driven decisions and operational excellence across Braze's global sales team.

Key Responsibilities

Global Capacity & Headcount Planning

• Own the global sales capacity model to ensure the global organization is scaling as planned (headcount, ramp, productivity), partnering with Regional Ops, FP&A, People Team, and Sales Leadership to maintain alignment with budget, hiring strategies, and business objectives.
• Develop and maintain models to forecast sales headcount needs based on growth targets, productivity assumptions, attrition impacts, and market opportunity for all Revenue teams (Sales, Account Management, Business Development, Solutions Consulting, Partnerships).
• Track and report on actual vs. planned headcount and capacity, identifying gaps and recommending corrective actions.

Sales Coverage Models

• Design and optimize sales coverage models (e.g., geographic, segment, vertical, named accounts) to maximize market penetration and sales productivity.
• Analyze performance data to recommend adjustments to coverage strategies as the business evolves.
• Collaborate across the Sales Operations team to ensure equitable and efficient distribution of accounts, territories, and headcount across regions and teams.

Role Design and Sales Structure

• Define and refine sales roles, responsibilities, and organizational structure to support business objectives and headcount plans.
• Partner with Regional Ops, People Team, and Sales Leadership to implement new roles or changes to the sales org structure.
• Benchmark against industry best practices and evolving GTM strategies.

Scenario Modeling

• Build and maintain robust modeling scenario models to evaluate the impact of different sales strategies, organizational changes, headcount allocations, or market conditions during annual and quarterly planning cycles.
• Provide actionable insights and recommendations to leadership based on scenario analysis.

Sales Plan Management

• Oversee the development, rollout, and ongoing management of sales plans, including quotas, targets, headcount allocation, and performance metrics.
• Ensure sales plans are aligned with company goals and are clearly communicated to the sales organization.
• Monitor plan effectiveness and recommend adjustments as needed.

Compensation Plan & Incentive Design

• Design and implement sales compensation and incentive plans that drive desired behaviors and align with business objectives.
• Partner with the Commissions team to model plan outcomes to ensure fairness, competitiveness, and cost-effectiveness.
• Partner with Sales Leadership, the People Team and Finance to manage plan governance, communication, and administration.

Qualifications

• 5+ years of experience in Revenue Operations, Sales Operations, Sales Strategy, or related field, preferably in SaaS or technology.
• Strong analytical and modeling skills; advanced proficiency in Excel/Google Sheets and experience with BI tools (e.g., Tableau, Looker).
• Demonstrated experience with sales capacity and headcount planning, coverage modeling, and compensation design.
• Excellent communication and stakeholder management skills.
• Ability to thrive in a fast-paced, dynamic, and global environment.
• Bachelor's degree in Business, Finance, Economics, or related field preferred; MBA or similar advanced degree a plus.

For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $108,000 and $135,000/year, with an expected On Target Earnings (OTE) between $120,000 and $153,000/year (including bonus or commission). Your exact offer may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. In addition to cash compensation, this role qualifies for a comprehensive Total Rewards package that includes equity grants of restricted stock (RSUs) so that you will own a piece of our company.

Braze benefits vary by location, and we encourage you to review our specific benefits offerings for each country here. More details on benefits plans will be provided if you receive an offer of employment.

From offering comprehensive benefits to fostering hybrid ways of working, we've got you covered so you can prioritize work-life harmony. Braze offers benefits such as:

• Competitive compensation that may include equity
• Retirement and Employee Stock Purchase Plans
• Flexible paid time off
• Comprehensive benefit plans covering medical, dental, vision, life, and disability
• Family services that include fertility benefits and equal paid parental leave
• Professional development supported by formal career pathing, learning platforms, and a yearly learning stipend
• A curated in-office employee experience, designed to foster community, team connections, and innovation
• Opportunities to give back to your community, including an annual company-wide Volunteer Week and donation matching
• Employee Resource Groups that provide supportive communities within Braze
• Collaborative, transparent, and fun culture recognized as a Great Place to Work

Braze is the leading customer engagement platform that empowers brands to Be Absolutely Engaging. Braze helps brands deliver great customer experiences that drive value both for consumers and for their businesses. Built on a foundation of composable intelligence, BrazeAI allows marketers to combine and activate AI agents, models, and features at every touchpoint throughout the Braze Customer Engagement Platform for smarter, faster, and more meaningful customer engagement. From cross-channel messaging and journey orchestration to Al-powered decisioning and optimization, Braze enables companies to turn action into interaction through autonomous, 1:1 personalized experiences.

The company has been consistently recognized as a Leader in marketing technology by industry analysts, and was named a G2 "Best of Marketing and Digital Advertising Software Product" in 2026. Braze was also named a 2026 Best Places to Work by Built In, a 2025 America's Greenest Companies by Newsweek, and a 2025 Fortune Best Workplace in Technology by Great Place To Work. Braze is also proudly certified as a Great Place to Work in the U.S., the UK, Australia, and Singapore.

The company is headquartered in New York with offices in Austin, Berlin, Bucharest, Chicago, Dubai, Jakarta, London, Paris, San Francisco, So Paulo, Singapore, Seoul, Sydney and Tokyo.

At Braze, we strive to create equitable growth and opportunities inside and outside the organization.

Building meaningful connections is at the heart of everything we do, and that includes our recruiting practices. We're committed to offering all candidates a fair, accessible, and inclusive experience regardless of age, color, disability, gender identity, marital status, maternity, national origin, pregnancy, race, religion, sex, sexual orientation, or status as a protected veteran. When applying and interviewing with Braze, we want you to feel