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About the Role
Brex is hiring a Director of Revenue Operations to own the operating model for their AE, SDR, and Partnerships motions. This strategic leader will report into the Head of Revenue Operations, setting the coverage model, incentive architecture, and operating cadence for supported teams, while being accountable for their overall performance. The role involves managing a team of RevOps managers and individual contributors, making tradeoff decisions between speed, rigor, and scale, and fluidly moving between executive-level narratives and performance mechanics.
Responsibilities
- Be a trusted business partner to the SVP Sales in owning and improving strategies, coverage models, operating rhythms, efficiency, and incentive compensation structure to drive revenue growth.
- Lead initiatives with enablement, data, finance, systems, marketing, operations, and other revenue operations team members to support business partners and implement improvements.
- Own and improve upon cadences for forecasting, pipeline, capacity planning, rep productivity, territory carving, quota setting, and incentive design.
- Lead and develop a team of 6+ supporting New Business Account Executives, Sales Development Representatives, and the Partnerships Organization.
- Present to senior leaders on business strategy, segment performance, and analytical deep dives.
- Drive the annual planning process for the GTM teams supported, working closely with business partners, finance, and other teams to set strategy, align incentives, and ensure operational excellence.
- Identify and prioritize efficiency improvements within the Rev Ops org, including processes, reporting, and automation leveraging AI or other tools.
Requirements
- 8+ years of experience in revenue operations, sales strategy, or sales operations with at least 2+ years managing managers; preferably at a Fintech or SaaS company.
- A passion for coaching and developing a team with varying levels of experience.
- Comprehensive understanding of sales funnels, processes, and methodologies in a scaled revenue organization, including with partners.
- Demonstrated success operating in a complex cross-functional environment to deliver impactful outcomes.
- Direct experience owning incentive compensation design and coverage models for AE and SDR organizations at scale.
- Strong problem-solving skills and collaborative approach to solutioning within and outside of Rev Ops.
- Ability to influence with or without authority, strong stakeholder management and executive communication skills.
- Extensive experience with Salesforce and other GTM systems, including examples of AI-driven efficiency improvements.
- Analytical mindset with the ability to quickly interpret data and understand complex models.
- Strong attention to detail including modeling, communication, and documentation.
Skills
- Salesforce
- GTM systems
- AI-driven efficiency improvements
- Incentive compensation design
- Coverage models
- Forecasting
- Pipeline management
- Capacity planning
- Rep productivity analysis
- Territory carving
- Quota setting
- Stakeholder management
- Executive communication
- Problem solving
- Data analysis
Location
- New York
Work Type
- Hybrid
- Remote
Experience Level
- Director
- 8+ years of experience
- 2+ years managing managers
Salary/Compensations
- $258,000 - $322,000
About the Company
- Brex is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, Brex enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly. Brex’s AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on Brex, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek.
- Working at Brex allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We’re committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career.
- The Sales team is the driving factor behind revenue for Brex and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers. Our winning culture recognizes big team wins and celebrates individual accomplishments. We ensure that top performers are recognized and have built a competitive environment to motivate and unify the team.