Senior Director, Client Sales

Brex • New York, NY

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. Reporting to the SVP of Sales, this second-line leadership role owns segment performance and defines a multi-product growth strategy focused on retention, card growth, and SaaS expansion across Brex’s largest customers. The role involves developing Directors and building an organization that can sell new products to new buying groups within existing customers while presenting a unified platform story across card, travel, and expense.

The Senior Director will turn strategy into account priorities, coverage decisions, manager expectations, and operating practices. The role partners closely with Customer Success, Product, Implementation, Revenue Operations, and Enablement to coordinate account teams, strengthen executive engagement, deliver customer and revenue outcomes, and prioritize product gaps that materially affect enterprise expansion.

The position is based in Brex’s San Francisco, New York City, or Seattle offices. Brex uses a hybrid work environment, requiring 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, including coaching 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.
• For enterprise new-business leaders, 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.

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 suited to customer opportunity and management capacity.
• Create a repeatable cross-sell motion across card, travel, and expense, helping teams identify new buying groups, develop champions, articulate platform value, and secure product commitments.
• Establish disciplined account coverage, prioritization, assignment, planning, pipeline inspection, renewal planning, and forecasting practices, with clear account-team ownership.
• Coach Directors and teams on executive business reviews, C-suite relationships, platform and product-roadmap messaging, and business cases and ROI for expansion.
• Build a structured executive engagement program for priority customers, with clear objectives, preparation, account-team responsibilities, and follow-through.
• Establish a shared-account operating model with Customer Success for retention risk, expansion opportunities, renewal planning, customer engagement, and value delivery.
• Identify and prioritize product gaps that block enterprise expansion, distinguishing critical capabilities from desirable additions and presenting 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 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 environment combining office collaboration with the flexibility of working from home.
• 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: Director
• Education Level: No Education Listed