Senior Director, Mid Market Sales
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 in the office—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 upmarket 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.