Sales Manager, Small Business

About the role

In this role, you will lead a team of at least 8 Account Executives focused on the Small Business and Early Stage segment within the Brex organization. You will be responsible for driving revenue growth and executing the sales strategy in a fast-paced, high-performance environment. The position involves owning the end-to-end sales cycle for your assigned segment while ensuring team alignment with company objectives. You will mentor and develop your team members to foster a culture of excellence and continuous improvement. Collaboration with cross-functional partners is essential to ensure our value proposition remains competitive and customer-focused. You will play a key role in shaping the future of Brex's small business sales initiatives and market penetration. This position offers the opportunity to have a significant impact on the growth trajectory of a leading financial platform.

Key facts

What you'll do

• Manage, coach, and support a team of at least 8 Account Executives to consistently hit and exceed sales quotas.
• Oversee the full recruitment, hiring, onboarding, and training cycle for new sales staff to ensure a high-performing team.
• Handle weekly sales forecasting and pipeline management to maintain an accurate and actionable sales pipeline.
• Partner with Product, Marketing, and Customer Success departments to align on sales objectives and go-to-market strategies.
• Assist the team in closing deals with mid-market decision-makers and prioritize high-value opportunities effectively.
• Analyze sales performance data to identify key trends and implement strategies to improve overall team output.
• Develop and refine sales playbooks and processes to optimize team efficiency and effectiveness.
• Conduct regular one-on-one coaching sessions to provide feedback and drive individual performance improvements.
• Ensure compliance with Brex's sales methodologies and quality standards across all team activities.
• Identify and remove obstacles that prevent the team from achieving their sales targets.
• Collaborate with finance to model revenue scenarios and support strategic business planning initiatives.
• Represent Brex at industry events and virtual conferences to strengthen the brand and generate new leads.
• Monitor competitor activity and market changes to adjust sales strategies accordingly.
• Foster a collaborative environment where team members share best practices and success stories.

Requirements

• 5+ years of experience in B2B SaaS sales, specifically within spend management, fintech, or travel.
• 2+ years of experience managing a high-performing sales team with a history of consistently hitting or exceeding quotas.
• Proven ability to drive revenue growth and acquire new customers in a competitive market.
• Strong skills in team building, coaching, and leadership to develop a resilient and results-oriented team.
• Excellent prospecting abilities and the capacity to teach pipeline generation techniques to other team members.
• High level of organizational skills to assist team members in managing their complex workflows and priorities.
• Demonstrated success in using sales data and CRM tools to inform decision-making and drive results.
• Commitment to maintaining a high level of professionalism and integrity in all interactions with customers and partners.

Nice to have

• Bachelor degree in marketing, business, or a related field.
• Background in financial products, business finance, or credit card management including underwriting, limits, and rewards.
• Knowledge of market dynamics, industry trends, and the competitive landscape within the fintech space.
• Proficiency with sales technology such as Salesforce, Gong, and Outreach platforms.
• Experience with sales compensation planning and quota setting methodologies.
• Familiarity with customer onboarding and success processes to ensure seamless transitions.
• Understanding of the unique challenges faced by early-stage companies and small businesses.

Practical notes

• Employees receive up to 4 weeks of fully remote work per year.
• Total compensation may include equity in addition to the OTE.
• Official communication from Brex recruiters will only originate from a brex.com email domain or LinkedIn.