Description
Join Brex, the intelligent finance platform that empowers companies to spend smarter and move faster. As a Senior Manager, Business Development, you will help generate revenue by developing a pipeline of partners and executing a go-to-market strategy for several anchor partners to drive card volume.
You will combine prior experience in partnerships/channel sales with the unique technology, partnerships, and market opportunity at Brex. Your engagement models will include embedded card integrations, reseller motions, and co-sell relationships. You will be deeply integrated with Product, Engineering, Sales, Product Marketing, Legal, and other teams.
This is a full-stack BD role where you will lead the entire partnership lifecycle from sourcing and contracting through to product integration and activation of the first 50 customers. You'll collaborate cross-functionally to structure bespoke embedded payment solutions, develop joint go-to-market plans, and ensure Brex's platform is deeply embedded in our partners' workflows.
Responsibilities:
- Proactively identify and source net-new partners while expanding existing partner relationships through end-to-end execution,sourcing, business case creation, legal contracting, product integration, and early customer activation
- Develop strategies for partner acquisition and expansion, identifying new verticals, market segments, and GTM pathways to support Brex's 'bend the curve' growth goals
- Collaborate with Product, Engineering, Legal, Finance, Sales, and Marketing teams to launch complex integrations and activate early usage
- Navigate ambiguity, distill complexity into actionable decisions, and take initiative in new, undefined opportunity areas
- Transition-activated partnerships to scaled go-to-market execution and performance tracking in collaboration with AE teams
- Support Brex's growth into strategic customer segments through targeted partnerships instead of fixed vertical ownership
Requirements:
- Experience at a high-growth startup
- 6+ years of experience in strategic partnerships/sales in B2B industry
- Proven track record of revenue responsibility, exceeding quota targets and achieving strategic objectives
- Strong ownership mindset and accountability for outcomes
- High energy and creativity, with a passion for building relationships and thriving in hands-on, self-starter environments
- Comfortable managing multiple workstreams in a fast-paced, constantly evolving environment while maintaining clarity and focus
- Business acumen spanning the range from strategic mindset (view of market dynamics, partner value propositions, strategic negotiations) to tactical initiatives to build the business
- Self-starter with a drive to win by serving customers and growing revenue
- Up to 25% travel required
Bonus Points:
- Strong preference for candidates with founder experience or hybrid backgrounds combining strategy, product, and GTM
- Payments or embedded finance experience
- Experience integrating financial products into SaaS or workflow platforms
- Background in management consulting with operating experience in startups