Sales Manager, Startups

Sales at Brex

The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers. Our winning culture recognizes big team wins and celebrates individual accomplishments. We ensure that top performers are recognized and have built a competitive environment to motivate and unify the team.

What you’ll do

As a Sales Manager at Brex, you will lead a high-performing team of sales professionals, guiding them to achieve and exceed ambitious targets. You’ll be instrumental in driving strategy, mentoring team members, and ensuring operational excellence. This role is ideal for someone who thrives in fast-paced, high-impact environments, is passionate about leadership, and has a proven track record of success in sales. At Brex, we don’t just aim to hit quotas—we’re building a world-class team driven by innovation, resilience, and a relentless pursuit of excellence. Join us to shape the future of financial services for our customers while advancing your career in a company that recognizes and rewards your contributions.

In this role, you will lead a team of 8 high-performing Account Executives (AEs) dedicated to driving revenue growth and acquiring new customers within Brex's Startups segment. Your will play a key role in empowering your team to exceed ambitious targets, delivering impactful results that directly contribute to Brex’s success. You will collaborate closely with the Sales Director to design and implement sales strategies that align with Brex's broader goals and vision. This role offers a unique opportunity to shape the future of sales at Brex, drive meaningful impact, and accelerate your career at the intersection of financial services and technology.

The ideal candidate has a proven track record of leading and scaling successful B2B SaaS and/or Payments sales teams, ideally within fintech, travel, spend management, banking, or financial services industries. You thrive in dynamic environments, combining strategic thinking with hands-on coaching to unlock your team’s full potential.

Where you’ll work
This role will be based in our San Francisco, New York City, Seattle, or Salt Lake City offices. 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. As a perk, we also have up to four weeks per year of fully remote work!

Responsibilities

• Lead a High-Performing Team: Guide, coach, and support a team of Account Executives (AEs) to consistently meet and exceed quotas, fostering a culture of excellence and accountability.
• Scale the Team: Recruit, hire, onboard, and train new AEs to support growth while improving internal enablement programs to ensure long-term success.
• Sales Strategy and Planning: Own weekly forecasting and ensure team members maintain an updated and accurate pipeline.
• Collaborate with Cross-Functional Teams: Partner with Marketing, Product, and Customer Success to develop and execute sales strategies that align with Brex’s overall goals and objectives.
• Win Deals: Build and maintain relationships with key decision-makers at VC-backed startup companies to drive revenue growth and customer acquisition. Support your team in closing critical opportunities while teaching them to prioritize strategically for consistent success.
• Leverage Data: Continuously monitor and analyze sales performance metrics to identify trends, address challenges, and uncover opportunities for improvement.

Requirements

• 5+ years of B2B SaaS sales experience, ideally within fintech, travel, or spend management industries
• 2+ years of experience managing a high-performing sales team with a consistent record of achieving or exceeding quotas
• Demonstrated success in driving revenue growth and acquiring new customers
• Consistent track record of achieving quota
• Strong leadership, coaching, and team-building capabilities
• Excellent communication and interpersonal skills to inspire teams and build relationships with stakeholders
• Excellent prospecting skills and the ability to train others to generate pipeline
• Superb organizational skills and the ability to help others become organized

Bonus points

• Bachelor’s degree in business, marketing, or a related field
• Familiarity with financial products, credit cards, and business finance
• Familiarity with credit card management, encompassing a deep understanding of limits, rewards, and underwriting
• Keen awareness of the competitive landscape, industry trends, and market dynamics
• Familiarity with sales tools such as Gong, Salesforce, Outreach, etc.

Compensation

The expected OTE range for this role is USD $209,000 - $261,000. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.