Senior Director, Mid Market Sales

Brex • Salt Lake, UT

3d • Hybrid

About The Position

Brex is hiring a Senior Director of Sales to lead its Mid-Market organization. This second-line leadership role oversees four frontline sales leaders and approximately 20 Account Executives, owns segment performance, develops the management team, and shapes the strategy and operating cadences for the organization’s next phase of growth. The role reports to the SVP of Sales and combines strategic planning with hands-on sales leadership. The Senior Director will coach managers, develop talent, and build repeatable systems for pipeline generation, forecast accuracy, and consistent deal execution, while establishing priorities and reinforcing accountability, ownership, and collaboration. The role partners across go-to-market functions to improve competitive performance and execution across the segment.

The position is based in Brex’s San Francisco, New York City, Seattle, or Salt Lake City 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.

The expected on-target earnings range is $343,520–$429,400. Starting base pay depends on factors including location, skills, experience, market demands, and internal pay parity. Equity and other compensation may be included depending on the position offered.

Requirements

• 10+ years of B2B sales experience, with demonstrated success in Mid-Market or comparable upmarket environments and a consistent record of meeting or exceeding revenue targets.
• 3+ years of experience managing managers in a second-line sales leadership role, with measurable business results delivered through the frontline management team.
• Strong operating and analytical rigor, including experience building forecasting, pipeline management, and inspection systems that improve execution and predictability.
• Experience leading outbound-oriented sales teams and helping sellers prioritize large books of accounts while maintaining deal velocity.
• Strong sales judgment and competitive-selling experience, with the ability to coach managers through qualification, stakeholder engagement, differentiation, and complex deal decisions.
• A proven approach to hiring, coaching, and performance management, along with experience leading teams through meaningful growth or organizational change.
• Strong cross-functional leadership skills, with examples of aligning stakeholders, navigating disagreement, and delivering shared business outcomes.
• Clear communication and sound judgment under ambiguity; comfortable setting strategic direction while staying close to customers, managers, and execution.

Nice To Haves

• Experience in fintech or spend management.
• Experience selling to finance buyers.
• Experience in partner-led selling.
• Leadership experience spanning new business and post-sale.

Responsibilities

• Lead, coach, and develop frontline sales managers to consistently achieve Mid-Market new-business targets.
• Own segment strategy and execution, translating business priorities into clear goals, manager expectations, and measurable outcomes.
• Hire and develop sales talent, build leadership bench strength, and maintain high standards for coaching and performance management.
• Build and scale operating cadences for outbound prospecting, account prioritization, pipeline inspection, deal reviews, and forecasting.
• Use data to diagnose performance gaps, prioritize improvements, and measure impact on pipeline quality, conversion, and sales productivity.
• Coach managers on qualification, competitive differentiation, and strategic deal execution; participate in key customer opportunities while strengthening the team’s ability to win independently.
• Partner with Sales Development, Marketing, Product Marketing, Revenue Operations, Enablement, Product, and post-sale teams to generate pipeline, remove friction, and deliver on customer commitments.
• Lead teams through growth and change by communicating clear priorities, building commitment, and reinforcing consistent execution and accountability.
• Model ownership, urgency, humility, and a company-first mindset while contributing to broader go-to-market initiatives.

Benefits

• Hybrid work environment with flexibility to work from home.
• Up to four weeks per year of fully remote work.
• Equity and other forms of compensation may be provided, depending on the position offered.

What This Job Offers

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