Director, Enterprise Sales
About The Position
As Director of Sales for the Enterprise segment, you will lead a team of approximately five Account Executives focused on new customer acquisition as Brex moves further upmarket. You will own team performance and help customers build the business case for an enterprise-wide platform spanning corporate cards, spend management, and expense management. The role requires hands-on leadership: joining customer conversations, coaching multi-threading and executive engagement, and running a proactive cadence for account planning, pipeline inspection, deal reviews, and forecasting. Success means exceeding team targets, developing strong enterprise sellers, and establishing repeatable practices that improve performance across Enterprise and Brex. The position may be based in San Francisco, New York, Seattle, or Salt Lake City. Brex's hybrid environment requires at least three office days per week—Monday, Wednesday, and Thursday—and offers up to four weeks per year of fully remote work.
Requirements
- At least 5 years of first-line Enterprise sales leadership experience, including direct management, hiring, and development of Account Executives, or transferable leadership experience.
- A proven record of meeting or exceeding team targets in complex, competitive B2B sales, with evidence of improving seller performance and sales execution.
- Experience leading enterprise-wide platform sales with long sales cycles and multiple buying functions; ability to establish a compelling business case and secure commitment before deployment.
- Hands-on deal leadership, including joining customer conversations, coaching multi-threading and executive engagement, and helping teams resolve difficult decisions that stall opportunities.
- Strong operating and project management discipline, with an established approach to account planning, pipeline management, forecasting, and coordinating internal and customer stakeholders.
- Ability to influence cross-functional priorities, articulate the commercial value of customer needs, and coordinate execution across Product, Marketing, Finance, and customer-facing teams.
- Experience selling with partners and navigating dependencies of a complex platform.
- Clear communication and a low-ego, high-ownership leadership approach; builds trust, exercises sound judgment in ambiguity, and introduces improvements other teams can adopt.
Nice To Haves
- Experience in financial services, spend management, or the Office of the CFO.
Responsibilities
- Lead, coach, and develop approximately five Account Executives; hire and onboard additional talent while setting clear performance and accountability expectations.
- Own team bookings and new customer acquisition; guide account prioritization and pipeline creation across direct, partner, and Capital One commercial bank opportunities.
- Establish a proactive operating cadence for account planning, pipeline inspection, deal reviews, and forecasting, with clear milestones, risks, owners, and next steps.
- Join customer calls and shape deal strategy, helping Account Executives build executive relationships, establish value before signature, and align Finance, Accounting, IT, HR, and Travel and Expense stakeholders.
- Orchestrate complex opportunities across Product, Marketing, Finance, Pricing, and implementation teams; translate customer needs into business cases, resolve blockers, and align commitments with delivery readiness.
- Partner with implementation and customer-facing teams on mutual action plans from signature through go-live, helping closed deals convert into realized revenue.
- Build and test industry-specific messaging and sales playbooks based on customer insights and successful deals; share effective practices across Enterprise and the broader business.
- Build trust through transparency, candid feedback, and direct conflict resolution; own improvements and partner with Enterprise Sales leadership and cross-functional go-to-market partners to strengthen segment operations.
Benefits
- Up to four weeks per year of fully remote work.
- Equity grants may be included in comprehensive offer packages alongside additional total rewards components.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
