Sales Account Manager II
Sales at Brex
Sales is the growth engine at Brex. We bring in new customers, expand existing relationships, and drive the company’s bottom line. With unlimited territories and uncapped opportunity, your ambition sets the ceiling. We win together, celebrate often, and reward performance. If you want to sell a category-defining product with real ownership, this is your team.
What you’ll do
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.
Where you’ll work
This role will be based in our New York City office. We are a hybrid environment that 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 coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!
Responsibilities
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
Requirements
4+ years of experience in customer-facing roles managing a book of business, owning account health, executive relationships, renewals, and expansion strategy
Track record of carrying and consistently hitting a retention and expansion quota, with accurate forecasting
Demonstrated ability to run the full commercial cycle independently across renewals, upsells, and cross-sells, including business case building, negotiation, and closing
Experience multi-threading into economic buyers and executive stakeholders on complex accounts
Fluency 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 tools
Experience and comfort interacting with a high volume of customers at different stages of the customer lifecycle
Strong business acumen with a finance-first mindset and comfortable speaking the language of CFOs, Controllers, and FP&A teams
Ability to analyze product usage data, detect important insights and trends, and implement change based on those insights
Demonstrated success in cross-functional collaboration and leading or influencing internal roadmaps based on customer needs
Coachability and grit, with an interest in growing your sales career and mentoring others
Bachelor's degree; finance, business, or related fields
Bonus points
You understand the bigger picture of customer value
Experience in this or a similar role within a rapidly expanding start-up
You are energized by building relationships across a wide range of levels and roles
Experience in the credit card management space, including understanding limits, rewards, and underwriting
Background in corporate accounting or financial systems
Familiar with sales tools like Gong, Salesforce, and others
Series 7 license
Compensation
The expected OTE range for this role is $132,888 - $166,110 USD. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance. 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.