Account Executive, Mid Market

Overview

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This role is part of Brex's UpMarket sales team, focused on sourcing net-new customers and generating revenue in the UpMarket segment (250-1000 employee range).

Brex is the AI-powered spend platform. We help companies spend with confidence with integrated corporate cards, banking, and global payments, plus intuitive software for travel and expenses. Tens of thousands of companies from startups to enterprises use Brex to proactively control spend, reduce costs, and increase efficiency on a global scale.

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 empower you with the tools, resources, and support you need to grow your career.

As an UpMarket Account Executive, you will be part of a fast-paced upmarket sales team focused on sourcing net-new customers and generating revenue in our UpMarket segment (250-1000 employee range). This team is tasked with hunting exciting, growing, new clients for Brex and communicating the value of our industry-leading Financial Operating System (Corporate Credit Card, Expense Management, Travel, etc.). If you thrive in an entrepreneurial environment, enjoy following proven processes, and love leading cross-functional teams to solve complex business challenges, this role is for you!

This role will be based in our Salt Lake City office. You must be willing to work in office at least 2 days per week on Wednesday and Thursday. Employees will be able to work remotely for up to 4 weeks per year, for a minimum of one week at a time.

• Deal Cycle Management:
  Proactively identify and target potential customers while managing a high volume of medium-complexity sales cycles, including prospecting, discovery, demo, and closing.
• Pipeline Management:
  Build and manage a robust sales pipeline with multiple channels (AE self-generated, SDR, Events Marketing, and Inbound), ensuring a steady flow of qualified leads and opportunities.
• Value Selling:
  Position yourself as a trusted business advisor, effectively articulating Brex’s unique value proposition and solving customer pain points by focusing on business outcomes.
• Process-Driven Selling:
  Follow established sales processes, including leveraging Solution Consultants (SCs), pulling vendor files, and utilizing Mutual Action Plans (MAPs) to manage deals from start to implementation.
• Cross-Functional Collaboration:
  
  Lead cross-functional teams, including SCs, product, marketing, and implementation consultants, to ensure seamless deal execution and post-sale success. Drive alignment across internal partners.
• Problem Solving:
  Engage multiple stakeholders (e.g., Controller, Finance, IT, Procurement) on each opportunity, acting as a strategic partner and guiding them through complex decisions that deliver business growth and value.

• 3+ years of B2B SaaS closing experience, preferably in a net-new logo acquisition environment and 1+ year of SDR/BDR experience
• Familiarity selling SaaS products/solutions with an ability to communicate business outcomes rather than relying solely on product features
• Process-oriented with experience following structured sales methodologies like MEDDICC/MEDPICC
• An understanding of the value of strong, repeatable processes
• Proven success in entrepreneurial or scrappy environments, where you’ve had to build without relying on a big brand name
• Ability to lead cross-functional teams, working closely with SCs and other internal stakeholders to drive deals to successful close
• Demonstrated ability to ramp quickly and close your first deal within 90 days
• Experience speaking the customer’s language rather than just focusing on product terminology

• Familiarity selling financial software (Expense Management, ERP, AP Automation, T&E, Accounting Software, etc.)
• Experience managing medium-complexity sales cycles and leading strategic, consultative conversations…