Sales at Brex

The Sales team is the driving factor behind revenue for Brex. Every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building stronger relationships with our current customers. We have a unified culture that recognizes big wins daily and celebrates individual accomplishments weekly and monthly. We ensure top performers are recognized and have built a competitive, collaborative environment that keeps the team motivated and aligned with our goals.

What You'll Do

As an UpMarket Account Executive, you will be part of a fast-paced upmarket sales team focused on sourcing net-new customers and generating revenue in our UpMarket segment (250-1000 employee range). This team is tasked with hunting exciting, growing, new clients for Brex and communicating the value of our industry-leading Financial Operating System (Corporate Credit Card, Expense Management, Travel, etc.).

If you thrive in an entrepreneurial environment, enjoy following proven processes, and love leading cross-functional teams to solve complex business challenges, this role is for you!

Responsibilities

• Deal Cycle Management: Proactively identify and target potential customers while managing a high volume of medium-complexity sales cycles simultaneously, including prospecting, discovery, demo, and closing.
• Pipeline Management: Build and manage a robust sales pipeline with multiple channels (AE self-generated, SDR, Events Marketing, and Inbound), ensuring a steady flow of qualified leads and opportunities.
• Value Selling: Position yourself as a trusted business advisor, effectively articulating Brex’s unique value proposition and solving customer pain points by focusing on business outcomes.
• Process-Driven Selling: Follow established sales processes, including leveraging Solution Consultants (SCs), pulling vendor files, and utilizing Mutual Action Plans (MAPs) to manage deals from start to implementation.
• Cross-Functional Collaboration: Lead cross-functional teams, including SCs, product, marketing, and implementation consultants, to ensure seamless deal execution and post-sale success. Be effective at driving alignment across internal partners.
• Problem Solving: Engage multiple stakeholders (e.g., Controller, Finance, IT, Procurement) on each opportunity, acting as a strategic partner and guiding them through complex decisions that deliver business growth and value.

Requirements

• 3+ years of B2B SaaS closing experience, preferably in a net-new logo acquisition environment.
• Familiarity selling SaaS products/solutions with an ability to communicate business outcomes rather than relying solely on product features.
• Process-oriented with experience following structured sales methodologies like MEDDICC/MEDPICC. You understand the value of strong, repeatable processes.
• Proven success in entrepreneurial or scrappy environments, where you’ve had to build without relying on a big brand name.
• Ability to lead cross-functional teams, working closely with SCs and other internal stakeholders to drive deals to successful close.
• Demonstrated ability to ramp quickly and close your first deal within 90 days.
• Experience speaking the customer’s language rather than just focusing on product terminology.

Bonus Points

• Familiarity selling financial software (Expense Management, ERP, AP Automation, T&E, Accounting Software, etc.).
• Experience managing medium-complexity sales cycles and leading strategic, consultative conversations with multiple stakeholders.

Compensation

The expected OTE range for this role is $196,450. 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. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.