Sales Account Manager

Brex; New York (NY); Hybrid; USD 150,000 - 210,000; Full time

Benefits offered by this job

Medical, dental & vision

Generous vacation

In-office days, lunches & offsites

Carrot Fertility benefits

Generous parental leave

Commuter benefits

4 fully remote weeks

Job summary

Brex is seeking an Account Manager II to strategically own a high-value book of 100–130 complex accounts. You will drive net revenue retention and expansion while acting as the primary commercial contact, tailoring value messaging to CFOs and FP&A teams.

You’ll lead multi-product negotiations, collaborate with Risk, Legal, and Deal Desk, mentor junior AMs, and consistently hit retention quotas through structured discovery, business cases, and rigorous forecasting.

Qualifications

• 4+ years in customer-facing roles managing a book of business
• Experience negotiating multi-product deals and driving renewal/expansion
• Finance-language fluency and ability to articulate business value to CFOs/FP&A
• Familiarity with ERPs, spend management platforms, or AP automation tools
• Series 7 license is a plus

Responsibilities

• Own a book of 100–130 accounts and drive net revenue retention and expansion
• Serve as the primary commercial contact and align Brex value with customer goals
• Lead complex negotiations across pricing, terms, and multi-year commitments
• Collaborate with Sales and Solutions Engineering on expansion and cross-sell
• Turn churn-risk accounts around with proactive action plans
• Deliver quarterly business reviews tying product value to ROI and expansion
• Maintain accurate forecast, pipeline, and CRM hygiene in Salesforce
• Meet or exceed retention and expansion quotas quarterly
• Mentor junior AMs and raise team standards

Skills

Account management

Forecasting

CRM/Salesforce

Cross-functional collaboration

Negotiation

Mentoring

Expansion sales

Churn management

Education

Bachelor’s degree in finance, business, or related fields

Tools

Salesforce

Gong

Job description

• As an Account Manager II, you’ll strategically own a book of our higher-value, more complex customers and carry the number for net revenue retention and expansion across it
• You’ll operate as a commercial advisor rather than a support contact: multi-threading into economic buyers and finance executives, leading complex multi-product negotiations, and structuring deals that hold up over multiple years
• Roughly 70% of your time goes to commercial execution and growth, and the other 30% to driving the product adoption that makes expansion durable
• You’ll also be a force multiplier on the team, mentoring earlier-career AMs and helping set the standard for how the account management motion runs at Brex
• Strategically own a book of higher-value, more complex accounts, typically 100 to 130 accounts, and drive net revenue retention and expansion across it
• Serve as the primary commercial point of contact for your customers, ensuring Brex is an essential part of how they operate
• Act as a commercial advisor: multi-thread into economic buyers and executive stakeholders, from Controller up to CFO, tailoring your communication and value framing to each audience
• Drive revenue by proactively identifying expansion opportunities and tying Brex’s value to measurable business results, including running structured discovery, building business cases, and creating commercial proposals
• Lead complex, multi-product negotiations and structure deals across pricing, terms, and multi-year commitments, partnering with Risk, Underwriting, Legal, and Deal Desk to balance customer needs with revenue impact
• Own large expansion and cross-sell motions in partnership with Sales and Solutions Engineering
• Turn churn-risk accounts around, handling objections and competitive pressure with ease, and flag risks early with a recommended plan of action
• Build and deliver quarterly business reviews that tie product value to commercial outcomes, ROI, and expansion
• Forecast with high accuracy and maintain rigorous pipeline, CRM, and deal hygiene in Salesforce
• Consistently meet or exceed retention and expansion quota each quarter
• Deeply understand each customer’s workflows, accounting processes, and financial priorities to uncover pain points and steer stakeholder dynamics toward full adoption
• Champion adoption strategies across the Brex platform, spanning cards, spend management, bill pay, travel, and banking, so expansion is durable rather than one-time
• Mentor junior AMs through coaching, deal shadowing, and best-practice sharing

Benefits

• Medical, dental & vision
• Generous vacation
• Spring Health & Calm
• Year-end company shutdown
• Milk Stork for nursing parents
• In-office days, lunches & offsites
• Commuter benefits
• 4 fully remote weeks
• Carrot Fertility benefits
• Generous parental leave

Experience multi-threading into economic buyers and executive stakeholders on complex accountsTrack record of carrying and consistently hitting a retention and expansion quota, with accurate forecastingDemonstrated ability to run the full commercial cycle independently across renewals, upsells, and cross-sells, including business case building, negotiation, and closingExperience and comfort interacting with a high volume of customers at different stages of the customer lifecycleAbility to analyze product usage data, detect important insights and trends, and implement change based on those insightsDemonstrated success in cross-functional collaboration and leading or influencing internal roadmaps based on customer needsStrong business acumen with a finance-first mindset and comfortable speaking the language of CFOs, Controllers, and FP&A teamsCoachability and grit, with an interest in growing your sales career and mentoring others4+ years of experience in customer-facing roles managing a book of business, owning account health, executive relationships, renewals, and expansion strategyFluency in the language of modern finance, demonstrated through hands-on experience with the ecosystem of financial technology, including ERPs, spend management platforms, or AP automation toolsBachelor’s degree; finance, business, or related fieldsYou understand the bigger picture of customer valueExperience in this or a similar role within a rapidly expanding start-upExperience in the credit card management space, including understanding limits, rewards, and underwritingBackground in corporate accounting or financial systemsYou are energized by building relationships across a wide range of levels and rolesFamiliar with sales tools like Gong, Salesforce, and othersSeries 7 license