Business Development (Embedded Finance) Director

Business Development (“BD”) at Brex

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 (Coupa, Navan, Zip, Tekion, etc.) to drive non-linear growth in revenue. In the past twelve months, our BD business has experienced immense growth, with 5x 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.

What You’ll Do

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 product 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.

Where You'll Work 

This role will be based in our San Francisco office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!

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
• Operate like a founder with ownership across strategy, documentation, integration execution, and driving impact

Requirements

• 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

Bonus Points

• 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
  

Compensation

The expected OTE range for this role is $311,880 - $389,850. 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.