Senior Director, Client Sales

The shape of it

In the posting’s own words

As Senior Director, Enterprise Client Sales, you will lead Brex’s enterprise client sales organization, developing its Directors and building the team responsible for retention, card growth, and SaaS expansion across our largest customers. Reporting to the SVP of Sales, you will own segment performance and define a multi-product growth strategy for our enterprise customer base.

What it asks for · 11

• 10+ years of B2B sales experience, including substantial enterprise software experience and a demonstrated record of delivering revenue results
• 3+ years of experience 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 strong talent, developing managers, and establishing effective 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 a clear 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
• Strong 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
• 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

What the job covers

• Own Enterprise Net Revenue performance across retention and expansion, with clear accountability for card growth, SaaS adoption, gross retention, and churn prevention
• Define and execute a multi-product enterprise growth strategy, prioritizing opportunities across products, buying teams, business units, and geographies
• Lead, coach, and develop Enterprise Client Sales Directors, establishing clear expectations for hiring, seller development, account strategy, forecasting, and performance management
• Build and scale the organization through thoughtful hiring, onboarding, and ramp plans that reflect customer opportunity and management capacity
• Build a repeatable cross-sell motion across card, travel, and expense, enabling teams to identify new buying groups, develop champions, articulate platform value, and secure new product commitments within existing customers
• Establish disciplined account coverage, prioritization, assignment, planning, pipeline inspection, renewal planning, and forecasting practices, with clear ownership and accountability across account teams
• Coach Directors and their teams to lead executive business reviews, develop C-suite relationships, communicate a unified platform and product-roadmap story, and build credible business cases and ROI for expansion opportunities
• Build a structured executive engagement program that connects Brex leaders with priority customers, with clear objectives, preparation, account-team responsibilities, and follow-through
• Establish an effective shared-account operating model with Customer Success, aligning responsibilities for retention risk, expansion opportunities, renewal planning, customer engagement, and value delivery
• Develop a prioritized view of product gaps blocking enterprise expansion. Challenge and refine requests with the sales organization, distinguish critical capabilities from desirable additions, and bring a focused, evidence-based set of 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 team’s ability to sell across card and SaaS products

Tools and skills named

Words the posting leans on

• customer17×
• enterprise16×
• sales14×
• product12×
• account9×
• business9×
• executive8×
• revenue8×
• clear7×
• expansion7×
• organization7×
• build6×
• experience6×
• growth6×
• strategy6×
• card5×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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