Senior Director, Client Sales

Brex•San Francisco, CA

1d•$316,400 - $395,500•Hybrid

About The Position

Brex is hiring a Senior Director, Enterprise Client Sales to lead its enterprise client sales organization. This second-line leadership role will develop sales Directors and build a team responsible for retention, card growth, and SaaS expansion across Brex’s largest customers. Reporting to the SVP of Sales, the role owns enterprise segment performance and defines a multi-product growth strategy for the enterprise customer base. The position combines organization building with enterprise sales strategy. The Senior Director will scale a team selling new products to new buying groups within existing customers, while helping teams tell a unified platform story across card, travel, and expense. The role will strengthen executive relationships and the business reviews, qualification, business cases, and ROI needed to support enterprise buying decisions. It will translate strategy into account priorities, coverage decisions, manager expectations, and operating practices. The Senior Director will partner closely with Customer Success, Product, Implementation, Revenue Operations, and Enablement to coordinate account teams and executive engagement, deliver customer and revenue outcomes, improve revenue visibility and sales effectiveness, and prioritize product gaps that materially affect enterprise expansion. The role is based in Brex’s San Francisco, New York City, or Seattle office. 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

10+ years of B2B sales experience, including substantial enterprise software experience and a demonstrated record of delivering revenue results.
3+ years managing frontline sales leaders in a second-line leadership role, with measurable results delivered through the management team.
Demonstrated success building or materially scaling sales organizations, including recruiting strong talent, developing managers, and establishing effective onboarding and ramp practices.
Experience defining a commercial growth strategy and translating it into account priorities, coverage decisions, manager expectations, and measurable outcomes.
Strong enterprise sales judgment and a clear approach to multi-product cross-selling, including new buying groups, executive business reviews, C-suite relationships, business cases, and complex decision and procurement processes.
Expertise in MEDDIC or a comparable enterprise sales methodology, with the ability to coach leaders on qualification, champion development, business-value articulation, and ROI.
Strong operating and analytical rigor in coordinating enterprise account teams, establishing executive engagement and account-planning frameworks, assigning ownership, and holding teams accountable for customer and revenue outcomes.
Strong product fluency and sufficient technical depth to understand capabilities and constraints, assess the commercial significance of product gaps, and prioritize critical expansion requirements with Product and sales stakeholders.
Effective cross-functional leadership, including substantive partnership with Customer Success and teams responsible for implementation, adoption, and customer value delivery.
Clear communication, executive credibility, and the ability to align senior stakeholders and internal account teams around shared priorities, decisions, and follow-through.

Nice To Haves

Experience leading both enterprise new business and existing-customer growth is particularly valuable.
Enterprise new-business leaders should demonstrate a strong approach to executive business reviews, CSM partnership, and cross-selling within existing accounts.
Experience in fintech, spend management, or selling to Finance organizations is helpful.

Responsibilities

Own Enterprise Net Revenue performance across retention and expansion, including card growth, SaaS adoption, gross retention, and churn prevention.
Define and execute a multi-product enterprise growth strategy, prioritizing opportunities across products, buying teams, business units, and geographies.
Lead, coach, and develop Enterprise Client Sales Directors, setting expectations for hiring, seller development, account strategy, forecasting, and performance management.
Build and scale the organization through hiring, onboarding, and ramp plans that reflect customer opportunity and management capacity.
Build a repeatable cross-sell motion across card, travel, and expense, enabling teams to identify new buying groups, develop champions, articulate platform value, and secure new product commitments within existing customers.
Establish disciplined account coverage, prioritization, assignment, planning, pipeline inspection, renewal planning, and forecasting practices, with clear ownership and accountability.
Coach Directors and their teams to lead executive business reviews, develop C-suite relationships, communicate a unified platform and product-roadmap story, and build credible expansion business cases and ROI.
Build a structured executive engagement program connecting Brex leaders with priority customers, with clear objectives, preparation, account-team responsibilities, and follow-through.
Establish a shared-account operating model with Customer Success, aligning responsibilities for retention risk, expansion opportunities, renewal planning, customer engagement, and value delivery.
Develop a prioritized view of product gaps that block enterprise expansion; evaluate sales requests, distinguish critical capabilities from desirable additions, and bring evidence-based priorities to Product.
Partner with Implementation and Customer Success to align commercial commitments with product capabilities, implementation readiness, adoption, and customer outcomes.
Work with Revenue Operations and Enablement to improve revenue visibility, manager effectiveness, and the team’s ability to sell across card and SaaS products.
Build a culture of ownership, high standards, collaboration, and accountability while developing leaders who can sustain performance as the organization grows.