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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 decisions on tradeoffs between speed, rigor, and scale, and requiring the ability to move fluidly between executive-level narratives and underlying performance mechanics.
Responsibilities
- Partner with the SVP Sales to own and improve strategies, coverage models, operating rhythms, efficiency, and incentive compensation structures for 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 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 business strategy, segment performance, and analytical deep dives to senior leaders.
- Drive the annual planning process for GTM teams, collaborating 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.
- 2+ years of experience managing managers.
- Experience preferably at a Fintech or SaaS company.
- 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 in modeling, communication, and documentation.
Skills
- Salesforce
- GTM systems
- AI-driven efficiency improvements
- Revenue Operations
- Sales Strategy
- Sales Operations
- Incentive Compensation Design
- Coverage Models
- Forecasting
- Pipeline Management
- Capacity Planning
- Rep Productivity Analysis
- Territory Carving
- Quota Setting
- Stakeholder Management
- Executive Communication
- Data Analysis
- Problem Solving
- Coaching
- Team Development
Location
- San Francisco
Work Type
- Hybrid
- Remote
Experience Level
- Director
- 8+ years experience
- 2+ years managing managers
Salary/Compensations
- $258,000 - $322,000
About the Company
- Brex is an intelligent finance platform enabling companies to spend smarter and move faster in over 200 markets.
- The platform combines global corporate cards and banking with spend management, bill pay, and travel software.
- Brex's AI-native automation and service eliminate manual expense and accounting tasks.
- Tens of thousands of companies, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek, use Brex.
- Working at Brex offers opportunities to push limits, challenge the status quo, and collaborate with bright minds.
- Brex is committed to building a diverse team and inclusive culture.
- The company empowers employees with tools, resources, and support for career growth.