Account Executive, Mid Market

Responsibilities

• Deal Cycle Management: Proactively identify and target potential customers while managing a high volume of medium-complexity sales cycles simultaneously, 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. Be effective at driving 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.

Requirements

• 4+ 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

Bonus Points

• 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 with multiple stakeholders

Compensation

Expected OTE: $165,000 - $205,000 (includes base salary and commissions). Equity and other compensation may be provided.