Enterprise Account Manager

About the role

Brex provides an advanced, intelligent finance platform that helps businesses efficiently manage their spending, banking operations, and global payments. As an Enterprise Account Manager, your primary responsibility will be to oversee a portfolio of high-value clients, ensuring their satisfaction and continued partnership with Brex. You will focus on driving revenue growth through strategic account management, fostering long-term client relationships, and identifying opportunities for expansion within existing accounts. This role requires a proactive approach to client engagement, a deep understanding of financial products, and the ability to collaborate effectively with internal teams to meet client needs and company goals.

Key facts

What you'll do

• Drive revenue growth by increasing adoption of Brex's suite of financial products, including Expense Management, Bill Pay, Travel, and global payments solutions.
• Maintain high levels of client retention by continuously monitoring account health, proactively addressing potential churn risks, and providing excellent service.
• Analyze account activity, usage patterns, and market signals to identify opportunities for expansion, upselling, and cross-selling additional products and services.
• Lead the entire renewal process, from developing renewal strategies to negotiating terms and closing deals, ensuring high renewal rates.
• Develop and nurture strong relationships with key executive stakeholders across finance, procurement, and operations departments within client organizations.
• Collaborate closely with internal teams such as Customer Success, Solutions Consultants, Underwriting, Revenue Operations (RevOps), and Product teams to ensure client needs are met and to gather feedback for product improvements.
• Maintain accurate and up-to-date sales forecasts, manage a healthy sales pipeline, and develop detailed account plans to guide engagement strategies.
• Provide internal feedback on client needs, challenges, and market trends to influence product development, operational processes, and overall company strategy.
• Participate in strategic planning sessions to align client goals with Brex's product offerings and corporate objectives.
• Conduct regular business reviews with clients to demonstrate value, discuss upcoming needs, and identify new opportunities for growth.
• Manage complex negotiations involving high-value deals, ensuring mutually beneficial outcomes that support long-term partnerships.
• Stay informed about industry trends, competitive landscape, and regulatory changes that could impact client accounts or product offerings.
• Represent Brex at industry events, conferences, and client meetings to promote the company's solutions and build a strong professional network.

Requirements

• Minimum of 5 years of B2B sales experience, with a proven track record of closing deals within the financial technology, payments, or SaaS sectors.
• Demonstrated success managing enterprise accounts with complex deal cycles, multi-threaded stakeholder management, and strategic account planning.
• Consistently exceeded sales quotas and achieved top performance metrics in previous roles.
• Extensive experience leading high-value negotiations, renewals, and displacing competitors in a competitive landscape.
• Strong ability to drive net revenue growth through cross-selling and upselling multiple products and solutions.
• Proficiency with sales systems and tools such as Salesforce, Outreach, and Gong.
• Excellent communication, presentation, and relationship-building skills, with the ability to engage C-level executives and operational stakeholders.
• Strategic thinker with strong analytical skills to interpret account data, market signals, and customer feedback.
• Self-motivated, proactive, and capable of working independently while collaborating effectively with cross-functional teams.
• Ability to manage multiple accounts simultaneously and prioritize tasks effectively.
• Knowledge of financial products, corporate payments, and related industry standards is preferred.

Nice to have

• Expertise in credit risk management, corporate cards, or rewards programs.
• Prior experience selling financial operations platforms, such as accounts payable, travel, or expense management tools.
• Recognition as a top performer, such as President's Club or top stack ranking, indicating a history of exceeding targets.
• Familiarity with enterprise procurement processes and the complexities of fintech sales cycles.
• Experience working with international clients or managing global accounts.
• Knowledge of regulatory environments affecting financial services and payments.

Skills & tools

• Salesforce for customer relationship management and pipeline tracking.
• Outreach for sales engagement and communication automation.
• Gong for sales call analysis and coaching.
• Financial operations platforms relevant to enterprise clients.
• Strong negotiation skills and enterprise sales experience.

Practical notes

• This role requires an in-office presence at the San Francisco office on Monday, Wednesday, and Thursday.
• Employees are eligible for up to four weeks of fully remote work per year, providing flexibility for personal needs.
• Total compensation may include equity in addition to the specified OTE range, aligning incentives with company growth.
• All official communication from Brex recruiters will originate only from a brex.com email domain, ensuring authenticity.
• The role involves working within a fast-paced, innovative environment that values strategic thinking, proactive client engagement, and collaborative problem-solving.
• Candidates should be prepared for a comprehensive interview process that assesses sales skills, industry knowledge, and cultural fit.
• The position offers opportunities for professional development within a rapidly growing company at the forefront of financial technology.