Business Development (Embedded Finance) Lead

EngineersOfAI; San Francisco, Northern (CA, KY); Hybrid; USD 170,000 - 250,000; Full time

Benefits offered by this job

Hybrid work model

Remote work up to 4 weeks/year

Job summary

Brex is seeking a Business Development Lead to drive growth of its Embedded Finance platform by building a pipeline of partner relationships and executing go-to-market plans with anchor partners to accelerate card volume.

You will leverage experience in partnerships and channel sales to partner with Product, Engineering, Sales, Marketing, and Legal, delivering embedded payment solutions and joint GTM plans.

Qualifications

• Experience in partnerships/channel sales and GTM strategies is ideal.
• Ability to work cross-functionally with product, engineering, legal, and sales teams.

Responsibilities

• Proactively identify and source net-new partners and expand existing relationships through end-to-end execution.
• Develop strategies for partner acquisition and expansion across new verticals and markets.
• Collaborate with Product, Engineering, Legal, Finance, Sales, and Marketing to launch complex integrations and activate early usage.
• Navigate ambiguity and distill complexity.

Skills

Partnerships

Channel sales

Go-to-market

Cross-functional collaboration

Job description

Why join us

Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly. Brex’s AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek.

Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We’re committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career.

Business Development(“BD”) at Brex

The primary focus of the BD 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 BD Lead 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. 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 three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!

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