Director Enterprise Sales

Sales at Brex

The Sales team is the driving force behind revenue at Brex, and Enterprise Sales continues to scale Brex upmarket. We focus on generating new opportunities, acquiring customers, and expanding value across our portfolio. Brex wins by changing how companies control spend (corporate cards, spend management, and expense in one platform, with AI agents that act upstream of the expense report) against both legacy tools and modern competitors. We celebrate individual accomplishments and team wins, with a high-performance culture rooted in collaboration, transparency, and execution.

What You’ll Do

As Director of Sales for our Enterprise segment, you will lead a team of approximately five Account Executives driving new customer acquisition as Brex moves further upmarket. You will own team performance and help customers build the business case for an enterprise-wide platform spanning corporate cards, spend management, and expense management.

You will operate at every level: in the deals, not above them. That means joining customer conversations, coaching multi-threading and executive engagement, and running a proactive operating cadence for account planning, pipeline inspection, deal reviews, and forecasting. Observing a forecast from the sidelines is not the job; being present on customer calls and shaping deal strategy with your AEs is non-negotiable. Success means exceeding team targets, developing strong enterprise sellers, and introducing repeatable ways of working that raise performance across Enterprise and Brex.

Where You’ll Work

This role can be based in any of our hubs: San Francisco, New York, Seattle, or Salt Lake City. Our hybrid environment combines the energy and connection of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three days per week in the office - Monday, Wednesday, and Thursday. As a perk, we also offer up to four weeks per year of fully remote work. 

Responsibilities

• Lead, coach, and develop approximately five Account Executives; hire and onboard additional talent while setting clear expectations for performance and accountability.
• Own team bookings and new customer acquisition; guide account prioritization and pipeline creation across direct, partner, and Capital One commercial bank opportunities.
• Establish a proactive operating cadence for account planning, pipeline inspection, deal reviews, and forecasting, with clear milestones, risks, owners, and next steps.
• Join customer calls and actively shape deal strategy, helping AEs build executive relationships, establish value before signature, and align Finance, Accounting, IT, HR, and Travel and Expense stakeholders.
• Orchestrate complex opportunities across Product, Marketing, Finance, Pricing, and implementation teams; translate customer needs into business cases, resolve blockers, and align commitments with delivery readiness.
• Partner with implementation and customer-facing teams on mutual action plans that extend from signature through go-live, helping closed deals convert into realized revenue.
• Build and test industry-specific messaging and sales playbooks from customer insights and successful deals; share effective practices across Enterprise and the broader business.
• Build trust through transparency, candid feedback, and direct conflict resolution; take ownership of improvements and partner with Enterprise Sales leadership and cross-functional GTM partners (Product, Marketing, Finance, Implementation, and Enablement) to strengthen how the segment operates.

Requirements

• 5+ years of first-line Enterprise sales leadership experience, including direct management, hiring, and development of Account Executives or transferable leadership experience.
• Proven record of meeting or exceeding team targets in complex, competitive B2B sales, with evidence of improving seller performance and sales execution.
• Experience leading enterprise-wide platform sales with long cycles and multiple buying functions; ability to establish a compelling business case and secure commitment before deployment.
• Hands-on deal leadership: joins customer conversations, coaches multithreading and executive engagement, and helps teams resolve difficult decisions that stall opportunities.
• Strong operating and project management discipline, with an established approach to account planning, pipeline management, forecasting, and coordinating internal and customer stakeholders.
• Ability to influence cross-functional priorities, articulate the commercial value of customer needs, and coordinate execution across Product, Marketing, Finance, and customer-facing teams.
• Experience selling with partners and navigating the dependencies of a complex platform; financial services, spend management, or Office of the CFO experience is a plus.
• Clear communicator and low-ego, high-ownership leader who builds trust, acts with sound judgment in ambiguity, and introduces improvements that other teams can adopt.

Compensation

The target OTE range for this position is $316,400 - $395,500. Final base salary determination accounts for individual expertise, geographical location, relevant background, market dynamics, and internal equity alignment. Beyond base pay, comprehensive offer packages may encompass equity grants alongside additional total rewards components.

Brex LLC operates as a fully owned subsidiary under Capital One, N.A.