Upmarket Account Executive
About The Position
As an UpMarket Account Executive, you will be part of a fast-paced upmarket sales team focused on sourcing net-new customers and generating revenue in our UpMarket segment (250-1000 employee range). This team is tasked with hunting exciting, growing, new clients for Brex and communicating the value of our industry-leading Financial Operating System (Corporate Credit Card, Expense Management, Travel, etc.). If you thrive in an entrepreneurial environment, enjoy following proven processes, and love leading cross-functional teams to solve complex business challenges, this role is for you! Where you'll work This role will be based in our Seattle office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of two coordinated days in the office per week, Wednesday and Thursday. Starting February 2, 2026, we will require three days per week in office - Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!
Requirements
- 4+ years of B2B SaaS closing experience, preferably in a net-new logo acquisition environment and 1+ year of SDR/BDR experience
- Familiarity selling SaaS products/solutions with an ability to communicate business outcomes rather than relying solely on product features
- Process-oriented with experience following structured sales methodologies like MEDDICC/MEDPICC
- An understanding of the value of strong, repeatable processes
- Proven success in entrepreneurial or scrappy environments, where you’ve had to build without relying on a big brand name
- Ability to lead cross-functional teams, working closely with SCs and other internal stakeholders to drive deals to successful close
- Demonstrated ability to ramp quickly and close your first deal within 90 days
- Experience speaking the customer’s language rather than just focusing on product terminology
Nice To Haves
- Experience Selling Financial Software: Familiarity with financial technology solutions such as Expense Management, ERP systems, AP Automation, T&E platforms, and Accounting Software.
Responsibilities
- Deal Cycle Management: Proactively identify and target potential customers while managing a high volume of medium-complexity sales cycles simultaneously, including prospecting, discovery, demo, and closing.
- Pipeline Management: Build and manage a robust sales pipeline with multiple channels (AE self-generated, SDR, Events Marketing, and Inbound), ensuring a steady flow of qualified leads and opportunities.
- Value Selling: Position yourself as a trusted business advisor , effectively articulating Brex’s unique value proposition and solving customer pain points by focusing on business outcomes.
- Process-Driven Selling: Follow established sales processes, including leveraging Solution Consultants (SCs), pulling vendor files, and utilizing Mutual Action Plans (MAPs) to manage deals from start to implementation.
- Cross-Functional Collaboration: Lead cross-functional teams, including SCs, product, marketing, and implementation consultants, to ensure seamless deal execution and post-sale success. Be effective at driving alignment across internal partners.
- Problem Solving: Engage multiple stakeholders (e.g., Controller, Finance, IT, Procurement) on each opportunity, acting as a strategic partner and guiding them through complex decisions that deliver business growth and value.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
