Senior Director, Mid Market Sales

Brex; San Francisco (CA); Hybrid; USD 344,000 - 429,000; Full time

Job summary

Brex is seeking a Senior Director of Sales for the Mid‑Market segment to lead four frontline sales leaders and ~20 Account Executives, reporting to the SVP of Sales. You will shape the strategy and operating cadences that sustain growth.

This second‑line leadership role combines strategic planning with hands‑on coaching, building repeatable systems for pipeline, forecast accuracy, and deal execution while partnering with Sales Development, Marketing, Product, Revenue Operations, and Enablement

Qualifications

• 10+ years of B2B sales experience in Mid‑Market or up‑market environments with a track record of meeting or exceeding revenue targets
• 3+ years of experience managing managers in a second‑line leadership role with measurable outcomes
• Strong operating and analytical rigor, forecasting, pipeline management, and inspection systems

Responsibilities

• Lead, coach, and develop frontline sales managers to achieve Mid‑Market new‑business targets
• Own segment strategy and translate priorities into clear goals and measurable outcomes
• Hire and develop top talent, build leadership bench strength, and ensure coaching and performance management

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.

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.

Sales at Brex

The Sales team is the driving force behind revenue at Brex, and every team member directly impacts our bottom line. We focus on generating new opportunities, acquiring new customers, and expanding value across our portfolio. We celebrate individual accomplishments and team wins, with a high‑performance culture rooted in execution, transparency, and collaboration.

What You’ll Do

As Senior Director of Sales for the Mid‑Market segment, you will lead Brex’s Mid‑Market organization, overseeing four frontline sales leaders and ~20 Account Executives. Reporting to the SVP of Sales, you’ll own segment performance, develop the management team, and shape the strategy and operating cadences that support the organization’s next phase of growth.

This is a second‑line leadership role that combines strategic planning with hands‑on sales leadership. You’ll coach managers, develop exceptional talent, and build repeatable systems that drive pipeline generation, forecast accuracy, and consistent deal execution. You’ll establish clear priorities and lead teams through growth and change while fostering a culture of accountability, ownership, and collaboration. Working across go‑to‑market functions, this leader will empower the organization to win competitive deals and translate successful approaches into stronger execution across the segment.

Where You’ll Work

This role will be based in one of our offices in San Francisco, New York City, or Seattle. Our hybrid environment 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 days per week - 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 frontline sales managers to consistently achieve Mid‑Market new‑business targets
• Own segment strategy and execution, translating business priorities into clear goals, manager expectations, and measurable outcomes
• Hire and develop exceptional sales talent, build leadership bench strength, and maintain a high bar for coaching and performance management
• Build and scale operating cadences across outbound prospecting, account prioritization, pipeline inspection, deal reviews, and forecasting
• Use data to diagnose performance gaps, prioritize improvements, and measure their impact on pipeline quality, conversion, and sales productivity
• Coach managers on qualification, competitive differentiation, and strategic deal execution; participate in key customer opportunities while strengthening the team’s ability to win independently
• Partner with Sales Development, Marketing, Product Marketing, Revenue Operations, Enablement, Product, and post‑sale teams to generate pipeline, remove friction, and deliver on customer commitments
• Lead teams through growth and change by communicating clear priorities, building commitment, and reinforcing consistent execution and accountability
• Model ownership, urgency, humility, and a company‑first mindset while contributing to broader go‑to‑market initiatives

Requirements

• 10+ years of B2B sales experience, with demonstrated success in Mid‑Market or comparable up‑market environments and a consistent record of meeting or exceeding revenue targets
• 3+ years of experience managing managers in a second‑line sales leadership role, with measurable business results delivered through the frontline management team
• Strong operating and analytical rigor, including experience building forecasting, pipeline management, and inspection systems that improve execution and predictability
• Experience leading outbound‑oriented sales teams and helping sellers prioritize large books of accounts while maintaining deal velocity
• Strong sales judgment and competitive‑selling experience, with the ability to coach managers through qualification, stakeholder engagement, differentiation, and complex deal decisions
• A proven approach to hiring, coaching, and performance management, along with experience leading teams through meaningful growth or organizational change
• Strong cross‑functional leadership skills, with examples of aligning stakeholders, navigating disagreement, and delivering shared business outcomes
• Clear communication and sound judgment under ambiguity; comfortable setting strategic direction while staying close to customers, managers, and execution
• Experience in fintech or spend management, selling to finance buyers, partner‑led selling, or leadership spanning new business and post‑sale is helpful but not required

Compensation

The expected OTE range for this role is $343,520 - $429,400. However, the starting base pay will depend on a number of factors, including the candidate’s location, skills, experience, market demands, and internal pay parity. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.

Brex LLC is a wholly owned subsidiary of Capital One, N.A.