Account Executive, Mid Market

Brex•Salt Lake City, UT

23h•$165,000 - $205,000•Hybrid

About The Position

The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers. Our winning culture recognizes big team wins and celebrates individual accomplishments. We ensure that top performers are recognized and have built a competitive environment to motivate and unify the team. 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! This role will be based in our SLC office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of two coordinated days in the office per week, Wednesday and Thursday. Starting February 2, 2026, we will require three days per week in office - Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!

Requirements

4+ years of B2B SaaS closing experience, preferably in a net-new logo acquisition environment and 1+ year of SDR/BDR experience
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
An understanding of 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

Nice To Haves

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

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.

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