Senior Manager, Business Development

Brex•New York City, NY

23d•Onsite

About The Position

Business Development at Brex The primary focus of the Business Development team is to drive growth of Brex’s Embedded Finance platform. We are Brex’s Zero to One team, responsible for originating, launching, and scaling partnerships that drive nonlinear corporate card spend. This can include new vertical and market exploration, embedded distribution models, and other strategic bets. We are responsible for strategy, sourcing, negotiation and cross-functional leadership throughout the partner lifecycle. Every member of our team directly impacts our bottom line as we work closely with infrastructure and application partners ( Mastercard, Netsuite, Oracle, Coupa, etc. ) to drive non-linear growth in revenue. In the past twelve months, our BD business has experienced immense growth, with 200% YoY increase in volume through our partners. This growth underscores the significant potential of embedded payments and highlights our technology's growing appeal, making platforms the fastest-growth pillar within Brex. What you’ll do As a Senior Manager, Business Development you will help generate revenue for Brex by developing a pipeline of partners and then executing on a go-to-market strategy for several anchor partners to drive card volume. You will combine prior experience in partnerships/channel sales with the unique technology, partnerships and market opportunity at Brex. Some of our engagement models include embedded card integrations, reseller motions, and co-sell relationships. You will be deeply integrated with Product, Engineering, Sales, Product Marketing, Legal and other teams. This is a full-stack BD role - you will lead the entire partnership lifecycle from sourcing and contracting through to product integration and activation of the first 50 customers. You’ll collaborate cross-functionally to structure bespoke embedded payment solutions, develop joint go-to-market plans, and ensure Brex’s platform is deeply embedded in our partners' workflows. This role is ideal for an ex-founder or high-agency operator with both product and go-to-market instincts, who thrives in ambiguity and wants to build something zero to one. Some of our engagement models include embedded card integrations, reseller motions, and co-sell relationships. You will be deeply integrated with Product, Engineering, Sales, Product Marketing, Legal and other teams. Where you’ll work This role will be based in our San Francisco office. You must be willing to work in office at least 3 days per week on Monday, Wednesday, and Thursday. Employees will be able to work remotely for up to 4 weeks per year.

Requirements

Experience at a high-growth startup
6+ years of experience in strategic partnerships/sales in B2B industry
Proven track record of revenue responsibility, exceeding quota targets and achieving strategic objectives
Strong ownership mindset and accountability for outcomes
High energy and creativity, with a passion for building relationships and thriving in hands-on, self-starter environments
Comfortable managing multiple workstreams in a fast-paced, constantly evolving environment while maintaining clarity and focus
Business acumen spanning the range from strategic mindset (view of market dynamics, partner value propositions, strategic negotiations) to tactical initiatives to build the business
Self-starter with a drive to win by serving customers and growing revenue
Up to 25% travel required

Nice To Haves

Strong preference for candidates with founder experience or hybrid backgrounds combining strategy, product, and GTM
Payments or embedded finance experience
Experience integrating financial products into SaaS or workflow platforms
Background in management consulting with operating experience in startups

Responsibilities

Proactively identify and source net-new partners while expanding existing partner relationships through end-to-end execution—sourcing, business case creation, legal contracting, product integration, and early customer activation
Develop strategies for partner acquisition and expansion, identifying new verticals, market segments, and GTM pathways to support Brex’s "bend the curve" growth goals
Collaborate with Product, Engineering, Legal, Finance, Sales, and Marketing teams to launch complex integrations and activate early usage
Navigate ambiguity, distill complexity into actionable decisions, and take initiative in new, undefined opportunity areas
Transition-activated partnerships to scaled go-to-market execution and performance tracking in collaboration with AE teams
Support Brex’s growth into strategic customer segments through targeted partnerships instead of fixed vertical ownership
Operate like a founder with ownership across strategy, documentation, integration execution, and driving impact

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