Business Development (“BD”) at Brex

The primary focus of the BD team is to drive growth of Brex’s Embedded Finance platform. We are responsible for originating, launching, and scaling partnerships that drive nonlinear corporate card spend. This can include new vertical and market exploration, embedded distribution models, and other strategic bets. We are responsible for strategy, sourcing, negotiation and cross-functional leadership throughout the partner lifecycle and internally, we collaborate with nearly every team at Brex.

Every member of our team directly impacts our bottom line as we work closely with infrastructure and application partners (Mastercard, Netsuite, Oracle, Coupa, etc.) to drive non-linear growth in revenue. In the past twelve months, our BD business has experienced immense growth, with 100% YoY increase in volume through our partners. This growth underscores the significant potential of embedded payments and highlights our technology's growing appeal, making platforms the fastest-growth pillar within Brex.

What you’ll do

As a Business Development (Sr.) Director, you will help generate revenue for Brex by developing a pipeline of partners and then executing on a go-to-market strategy for several anchor partners to drive card volume. You will report directly to the Chief Business Officer. You will combine prior experience in partnerships/channel sales with the unique technology, partnerships and market opportunity at Brex. Some of our engagement models include embedded card integrations, reseller motions, and co-sell relationships. You will be deeply integrated with Product/Engineering, Sales, Product Marketing, Legal and other teams.

Responsibilities

• Partner Cycle Management: Proactively identify and target potential platforms where Brex can embed its financial product suite while owning negotiation & signing strategic multi-year contracts .
• Strategy: develop a strategy and a point of view on partner priorities using market research, competitor analysis, and deep understanding of Brex company goals and priorities
• Cross-Functional Collaboration: Collaborate effectively with cross-functional teams including Product, Underwriting and Pre-Sales to ensure a seamless customer experience.
• Value Selling: manage sales and marketing activities of partners to generate pipeline, revenue, and achieve sales targets. Lead recurring partner on-site visits including field events and in-person business reviews/QBRs.
• Creative Problem Solving: work cross-functionally to identify, prioritize and secure product, marketing, support, and other cross functional resources required to activate and scale your partnerships

Requirements

• 8+ years of experience in strategic partnerships/sales in B2B industry
• Proven track record of revenue responsibility, exceeding quota targets and achieving strategic objectives
• Posses strong ownership mindset and take responsibility for partnership outcomes and initiatives
• High levels of energy, love networking, connecting, are creative and thrive in hands-on, self-starter environments
• Comfort executing multiple projects in a fast-paced, rapidly evolving business while maintaining focus and consistency
• Business acumen spanning the range from strategic mindset (view of market dynamics, partner value propositions, strategic negotiations) to tactical initiatives to build the business
• Self-starter with drive to win by serving customers and growing revenue
• Up to 25% travel required

Bonus Points

• Payments expertise

Compensation

The expected OTE range for this role is $300,000 - $400,000 with a strong equity component in addition to this OTE. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance.