Business Development (Embedded Finance) Lead

Brex•San Francisco, CA

4d•$226,000 - $282,500•Hybrid

About The Position

Brex is seeking a Business Development (Embedded Finance) Lead to drive growth of its Embedded Finance platform. This role is part of the Zero to One team, responsible for originating, launching, and scaling partnerships that drive corporate card spend. The team explores new verticals and markets, develops embedded distribution models, and manages strategic bets. Responsibilities include strategy, sourcing, negotiation, and cross-functional leadership throughout the partner lifecycle. The BD team works closely with infrastructure and application partners like Mastercard, Netsuite, Oracle, and Coupa to drive revenue growth. The BD business has seen significant growth, with a 200% YoY increase in volume through partners, 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
Up to 25% travel required

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 “bend the curve” 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