Senior Director, Client Sales

Brex • Seattle, WA

2d • $316,400 - $395,500 • Hybrid

About The Position

The Senior Director, Enterprise Client Sales leads Brex’s enterprise client sales organization, develops its Directors, and builds the team responsible for retention, card growth, and SaaS expansion across the company’s largest customers. Reporting to the SVP of Sales, this second-line leadership role owns segment performance and defines a multi-product growth strategy for the enterprise customer base.

The role combines organization building with enterprise sales strategy. It involves scaling a team that can sell new products to new buying groups within existing customers and communicate a unified platform story across card, travel, and expense. The Senior Director strengthens executive relationships and establishes the business reviews, qualification, business cases, and ROI needed to support enterprise buying decisions.

The role translates strategy into account priorities, coverage decisions, manager expectations, and operating practices. In partnership with Customer Success, Product, Implementation, and Revenue Operations, the Senior Director coordinates account teams and executive engagement to deliver customer and revenue outcomes. The role also uses product and customer knowledge to prioritize gaps that materially affect enterprise expansion.

Requirements

• 10+ years of B2B sales experience, including substantial enterprise software experience and a demonstrated record of delivering revenue results.
• 3+ years of experience 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 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 account for customer opportunity and management capacity.
• Build a repeatable cross-sell motion across card, travel, and expense, helping teams 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 business cases and ROI for expansion opportunities.
• Build a structured executive engagement program that connects 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 blocking enterprise expansion; assess 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.

Benefits

• Hybrid work with a minimum of three days per week in the office.
• Up to four weeks per year of fully remote work.
• Equity and other forms of compensation may be provided as part of the total compensation package, depending on the position offered.

What This Job Offers

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