Upmarket Account Executive

About This Role

Drive revenue growth by acquiring net-new customers in the UpMarket segment (250-1000 employees) for Brex's AI-powered spend platform. Proactively manage the full sales cycle from prospecting to closing, strategically positioning Brex's value proposition.

Responsibilities

• Proactively identify and target potential customers while managing a high volume of medium-complexity sales cycles simultaneously, including prospecting, discovery, demo, and closing
• Build and manage a robust sales pipeline with multiple channels, ensuring a steady flow of qualified leads and opportunities
• Position yourself as a trusted business advisor, effectively articulating Brex’s unique value proposition and solving customer pain points by focusing on business outcomes
• 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
• Lead cross-functional teams, including SCs, product, marketing, and implementation consultants, to ensure seamless deal execution and post-sale success
• 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
• 1+ year of SDR/BDR experience
• Familiarity selling SaaS products/solutions with an ability to communicate business outcomes
• Process-oriented with experience following structured sales methodologies like MEDDICC/MEDPICC
• Proven success in entrepreneurial or scrappy environments
• 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

Qualifications

• 4+ years of B2B SaaS closing experience, preferably in net-new logo acquisition, and 1+ year of SDR/BDR experience

Nice to Have

• Experience Selling Financial Software
• Familiarity with financial technology solutions such as Expense Management, ERP systems, AP Automation, T&E platforms, and Accounting Software

Skills

* Required skills

Benefits