Business Development (Embedded Finance) Lead

Brex • San Francisco, CA

3d • Hybrid

About The Position

Brex is seeking a Business Development Lead focused on Embedded Finance to drive growth for its platform. This role is part of the 'Zero to One' team, responsible for originating, launching, and scaling partnerships that increase corporate card spend. The team explores new verticals, market opportunities, and embedded distribution models. Responsibilities include strategy, sourcing, negotiation, and managing the partner lifecycle, working with infrastructure and application partners like Mastercard, Netsuite, Oracle, and Coupa. The Business Development function has seen significant growth, with a 200% YoY increase in partner volume, highlighting the potential of embedded payments and Brex's technology.

Requirements

• 6+ years of experience in strategic partnerships, product partnerships, or enterprise sales in B2B industry, preferably at a high-growth startup
• Proven track record of revenue responsibility, exceeding quota targets and achieving strategic objectives
• Proven ownership of the full engagement lifecycle from discovery, scoping, pricing, contracting, and delivery with accountability of results
• High energy and creativity, with a passion for building relationships and thriving in hands-on, self-starter environments
• Comfortable managing multiple workstreams in a fast-paced, constantly evolving environment while maintaining clarity and focus
• 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 a drive to win by serving customers and growing revenue

Nice To Haves

• Ex-Founder experience or hybrid backgrounds combining strategy, product, and GTM
• Fintech or embedded finance experience
• Experience integrating financial products into SaaS or workflow platforms
• Background in management consulting with operating experience in startups

Responsibilities

• Proactively identify and source net-new partners while expanding existing partner relationships through end-to-end execution (sourcing, business case creation, legal contracting, product integration, and early customer activation)
• Develop strategies for partner acquisition and expansion, identifying new verticals, market segments, and GTM pathways to support Brex’s growth goals
• Collaborate with Product, Engineering, Legal, Finance, Sales, and Marketing teams to launch complex integrations and activate early usage
• Navigate ambiguity, distill complexity into actionable decisions, and take initiative in new, undefined opportunity areas
• Transition-activated partnerships to scaled go-to-market execution and performance tracking in collaboration with AE teams
• Support Brex’s growth into strategic customer segments through targeted partnerships instead of fixed vertical ownership
• Operate like a founder with ownership across strategy, documentation, integration execution, and driving impact

Benefits

• Global corporate cards and banking
• Intuitive spend management, bill pay, and travel software
• AI-native automation
• World-class service
• Tools, resources, and support for career growth
• Up to four weeks per year of fully remote work
• Compensation includes base salary, commissions, and potential equity and other forms of compensation.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed