Business Development Director

Who you are

• 8+ years of experience in strategic partnerships, product partnerships, or enterprise sales in B2B industry, preferably at a high-growth startup
• Proven track record of revenue responsibility, exceeding quota targets and achieving strategic objectives
• Proven ownership of the full engagement lifecycle from discovery, scoping, pricing, contracting, and delivery with accountability of results
• High energy and creativity, with a passion for building relationships and thriving in hands-on, self-starter environments
• Comfortable managing multiple work streams 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
• Ex-Founder experience or hybrid backgrounds combining strategy, product, and GTM
• Fintech or embedded finance experience
• Experience integrating financial products into SaaS or workflow platforms
• Background in management consulting with operating experience in startups

What the job involves

• The primary focus of the BD team is to drive growth of Brex’s Embedded Finance platform
• We are Brex’s Zero to One team, responsible for originating, launching, and scaling partnerships that drive nonlinear corporate card spend
• This can include new vertical and market exploration, embedded distribution models, and other strategic bets
• We are responsible for strategy, sourcing, negotiation and cross-functional leadership throughout the partner lifecycle
• Every member of our team directly impacts our bottom line as we work closely with infrastructure and application partners (Mastercard, Netsuite, Oracle, Coupa, etc
• ) to drive non-linear growth in revenue
• In the past twelve months, our BD business has experienced immense growth, with 200% YoY increase in volume through our partners
• This growth underscores the significant potential of embedded payments and highlights our technology's growing appeal, making platforms the fastest-growth pillar within Brex
• As a BD Director you will help generate revenue for Brex by developing a pipeline of partners and then executing on 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
• Some of our engagement models 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, individual contributor BD role - 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
• This role is ideal for an ex-founder or high-agency operator with both product and go-to-market instincts, who thrives in ambiguity and wants to build something zero to one
• You will be deeply integrated with Product, Engineering, Sales, Product Marketing, Legal and other teams
• 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
• Operate like a founder with ownership across strategy, documentation, integration execution, and driving impact

Benefits

• Medical, dental & vision
• Spring Health & Calm
• Generous vacation
• Year-end company shutdown
• Generous parental leave
• Carrot Fertility benefits
• Milk Stork for nursing parents
• In-office days, lunches & offsites
• Commuter benefits
• 4 fully remote weeks