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. Reporting to the SVP of Sales, this second-line leader will develop the organization’s Directors and own enterprise segment performance, including retention, card growth, SaaS adoption, and expansion across Brex’s largest customers. The role defines and executes a multi-product growth strategy, building the team and sales motions needed to sell new products to new buying groups within existing customers and to present a unified platform story across card, travel, and expense. The Senior Director will translate 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, align commercial commitments with product and implementation capabilities, and deliver customer and revenue outcomes. It also evaluates product gaps that affect enterprise expansion and establishes disciplined practices for account planning, pipeline inspection, renewal planning, forecasting, and performance management. The position is based in Brex’s San Francisco, New York City, or Seattle office. Brex has a hybrid work environment requiring at least three office days per week—Monday, Wednesday, and Thursday—and offers up to four weeks of fully remote work per year.

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 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 an 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.
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 suited to customer opportunity and management capacity.
Develop a repeatable cross-sell motion across card, travel, and expense, enabling teams to identify new buying groups, develop champions, communicate platform value, and secure product commitments within existing customers.
Establish disciplined account coverage, prioritization, assignment, planning, pipeline inspection, renewal planning, and forecasting, with clear ownership and accountability.
Coach Directors and their teams to lead executive business reviews, build C-suite relationships, communicate the platform and product roadmap, and develop business cases and ROI for expansion.
Create a structured executive engagement program for priority customers, with defined objectives, preparation, account-team responsibilities, and follow-through.
Establish a shared-account operating model with Customer Success covering retention risk, expansion, renewal planning, customer engagement, and value delivery.
Identify and prioritize product gaps that block enterprise expansion, and present focused, 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 ability to sell card and SaaS products.
Build a culture of ownership, high standards, collaboration, and accountability while developing leaders who can sustain organizational performance as it grows.