Braze, Inc. (NASDAQ:BRZE) Q4 2023 Earnings Call Transcript

Isabelle Winkles: Yes. So thanks for that. So I think it’s really just a way to kind of moderate our view of what the right level of current investment is in the business. And we want to wait to see more signs of kind of et in the net new business environment, our ability to kind of continue to sort of strongly upsell among these enterprise customers and access these sort of net new logos within the existing organizations. And we’re waiting to see sort of a little bit more kind of acceleration there. And so I — before I and willing to sort of incorporate that into the guide, we’d like to get a little bit more time within this year to see how the macro is going to play out. still a lot of uncertainty and we just think it’s prudent. We’ve always approached the guide very prudently. And so we just believe it’s prudent in the context of the guide to make that assumption that the sales productivity will have limited improvement and then we hope to surprise to the upside.

Unidentified Analyst: Okay. Very helpful. And then when you look at the potential rationale for easing the hiring pause. You mentioned high level 25 is not yet assuming that pause continues. Are you looking at it more on a time-based element? Are you going to wait for the macro to improve? Are there certain internal KPIs that would give you confidence that maybe it’s time to start hiring a little bit more aggressively and sort of additive to go-to-market in particular?

Isabelle Winkles: So most of our headcount infrastructure is fairly model-driven. And so what we do and we are consistently evaluating this is evaluating the algorithms for the models, the inputs. And then what that would say in terms of head count requirements to support the needs of the business around the organization. So we that consistently, we do very regularly 4 to 5 times a year in a very structured fashion. And so we will continue to evaluate the inputs of the overall business growth, business size and make those decisions around increasing the overall size of the headcount as a result of how those algorithms play out.

Operator: There are no more questions in the queue, so I will now pass the call back to Bill for closing remarks.

Bill Magnuson: All right. We are right at time. So thank you to everyone for joining us today. We remain committed to delivering industry-leading customer engagement solutions for our customers and high growth at scale for our shareholders and are looking forward to updating you on that progress in the coming quarters.