Senior Director, Client Sales

Brex•Seattle, WA

1d•Hybrid

About The Position

Brex is hiring a senior sales leader to lead its enterprise client sales organization. Reporting to the SVP of Sales, this second-line leadership role owns enterprise segment performance and defines the multi-product growth strategy for Brex’s largest customers, focusing on retention, card growth, SaaS expansion, and churn prevention. The position includes developing Enterprise Client Sales Directors and building an organization that can sell additional products to new buying groups within existing customers while presenting a unified platform story across card, travel, and expense. The role translates strategy into account priorities, coverage decisions, manager expectations, and operating practices. It strengthens executive relationships and equips teams to conduct business reviews, qualify opportunities, develop business cases, and demonstrate ROI. The leader works closely with Customer Success, Product, Implementation, Revenue Operations, and Enablement to coordinate account teams, align commercial commitments with product and implementation capabilities, and deliver customer and revenue outcomes. The role also identifies and prioritizes product gaps that materially affect enterprise expansion. The position is based in Brex’s San Francisco, New York City, or Seattle office. Brex uses a hybrid work environment, requiring at least three days per week in the office—Monday, Wednesday, and Thursday—with up to four weeks per year of fully remote work available as a perk.

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 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 is particularly valuable.
For enterprise new-business leaders, a strong approach to executive business reviews, CSM partnership, and cross-selling within existing accounts is valuable.
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 suited to customer opportunity and management capacity.
Build a repeatable cross-sell motion across card, travel, and expense, helping teams identify buying groups, develop champions, explain platform value, and secure product commitments from existing customers.
Establish disciplined account coverage, prioritization, assignment, planning, pipeline inspection, renewal planning, forecasting, ownership, and accountability.
Coach Directors and their teams on executive business reviews, C-suite relationships, unified platform and product-roadmap messaging, business cases, and ROI for expansion opportunities.
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 covering retention risk, expansion opportunities, renewal planning, customer engagement, and value delivery.
Prioritize product gaps that block enterprise expansion, 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 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.