Business Development at Brex

The Business Development (BD) team is responsible for finding, signing, and activating product-first distribution partnerships that scale Brex’s ARR in a non-linear way at low customer acquisition cost. We focus on high-spend customers, across all customer segments, and collaborate internally with nearly every team at Brex. We dream big and execute.

What you’ll do

Within Business Development, the Investor Channel team is responsible for building partnerships with Private Equity and Venture Capital firms to drive new customer growth, generate pipeline, and increase engagement and monetization of existing customers. 

On the Investor Channel team, as the leader of our Private Equity Partnerships team, you will contribute to the strategy and lead execution for all private equity (PE) firm relationships and partnerships. You will leverage your prior experience in PE, channel partnerships, and / or sales to unlock these relationships, spanning the range from field engagement and lead generation, to co-marketing and events, and other engagement models and tactics. PE is one of our fastest-growing distribution channels here at Brex and you will be leading the charge for us as a force-multiplier, both in-market and internally. 

In your role, you’ll be responsible for strategy, sourcing, negotiation, relationship management and cross-functional leadership throughout the partner lifecycle, and internally collaborating with nearly every team at Brex. 

Internally, you will be deeply integrated with GTM, Marketing, Product and other teams working collaboratively to create a vibrant PE partner ecosystem around Brex. Externally, you will be deeply integrated with your PE partners to facilitate engagements driving pipeline growth for Brex.

Where You’ll Work

This role will be based in our New York City office. You must be willing to work in the office at least 2 days per week on Wednesday and Thursday. Employees will be able to work remotely for up to 4 weeks per year.

Responsibilities

• Manage and scale relationships and partnerships with a portfolio of existing PE firms to achieve pipeline and revenue objectives 
• Source and grow new relationships and partnerships with PE firms to expand pipeline opportunities
• Help identify new areas of growth and opportunity for Brex to expand its PE partnership ecosystem 
• Work closely and cross-functionality with sales reps to convert and close PE partner generated pipeline to help them achieve their sales targets 
• Collaborate with Partner Marketing on execution of co-marketing initiatives and events, to include webinars, training presentations, field events and conference sponsorships 
• Work cross-functionally with the Marketing, Revenue Operations and Systems, and teams to identify, prioritize and implement incentives, processes and systems, to strengthen the foundation of the Investor Channel operations 
• Travel frequently (up to 2-4 trips per month) to be on-site with partners at field events and conferences to deepen relationships 

Requirements

• 4+ years of experience in private equity, partnerships, private banking, investment banking and / or sales
• Understanding of the PE ecosystem and familiarity with its key players, across all verticals
• Experience with revenue responsibility and sales goals / holding quota, with demonstrable success in exceeding those targets and achieving strategic objectives
• Comfort operating in a fast-paced, rapidly evolving business while maintaining focus, prioritizing ruthlessly and handling ambiguity
• Strong business acumen, spanning the range from strategic mindset (view of market dynamics, partner value propositions, strategic negotiations) to tactical initiatives to build the business
• Empathetic relationship management skills, being able to build relationships with partners that revolve around respect, trust, and a desire to create win/win outcomes
• Self-starter with a deep drive to win and a strong work ethic

Compensation

The expected OTE range for this role is $194,360 - $242,950. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance.  Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.