Operations at Brex

The Operations team is the bridge between our product and our customers. Our priority is to keep our customers happy and their businesses protected, while delivering vital information back to our internal teams. We are responsible for underwriting all of our customers, while simultaneously managing Brex’s risk exposures. We work cross-functionally with Risk, Compliance, Data, and Engineering to allow Brex to scale efficiently, keeping quality top of mind.

What You’ll Do

As the Senior Manager, Deal Desk, you will play a pivotal role in driving Brex's growth by leading and scaling the deal desk capability within the Revenue Operations team. The deal desk function will be responsible for optimizing deal structures, pricing, and approvals to accelerate revenue generation while ensuring alignment with Brex's business goals. Collaborating closely with Go-to-Market (GTM), Revenue Finance, and Legal, you will be a driving force in designing scalable processes and ensuring revenue effectiveness across our SaaS and payments businesses. Your passion for data-driven decision-making will guide you in providing valuable insights and implementing best practices in deal management and revenue operations.

Where you’ll work

This role will be based in our Salt Lake City 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 two coordinated days in the office per week, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!

As a Senior Manager of Deal Desk, you will play a pivotal role in shaping our go-to-market strategy and driving revenue growth. You will be the primary expert on Card Pricing and SaaS structures, working closely with sales, product, and finance to develop and execute winning deal strategies. Your responsibilities will include:

Responsibilities

• Strategic Deal Structuring: Lead the structuring of complex, high-value deals for Brex's corporate card and spend management solutions, with a particular emphasis on optimizing card pricing models.
• Card Pricing Expertise: Be the subject matter expert on Brex's card pricing policies, models, and competitive landscape. Provide guidance and approvals on non-standard pricing requests. Will need to have familiarity with Interchange dynamics, credit risk, receivable financing, and structuring card incentive deals.
• Cross-Functional Collaboration: Partner closely with Sales leadership, Finance, Legal, Product, and Engineering teams to understand business requirements, develop innovative deal solutions, and ensure alignment across all stakeholders.
• Pricing Strategy Development: Contribute to the evolution of Brex's card pricing strategies, providing insights from deal trends, market feedback, and competitive analysis.
• Process Optimization and Compliance: Identify and implement improvements to the deal desk process, tools, and policies to enhance efficiency, scalability, and compliance.
• Leadership: Mentor and lead a team of direct reports, fostering their growth
• Sales Enablement: Develop and deliver training to the sales team on pricing strategies, deal structuring best practices, and the use of deal desk resources.
• CPQ Development: Experience building CPQ solutions to help drive velocity and visibility into deal pricing.
• Reporting & Analysis: Analyze deal performance, pricing trends, and discount rates to provide actionable insights to leadership and inform future strategy.
• Risk Management: Ensure all deals adhere to Brex's internal policies, legal requirements, and financial guidelines.
• AI Development and Integration: Brex is building an AI-native organization. We are looking for experience and interest in deploying the latest AI tools to improve the team's effectiveness.

Requirements

• 5+ years of experience in Deal Desk, Sales Operations, Revenue Operations, Finance, or a related role within a fast-paced, high-growth technology company (SaaS preferred).
• 2+ years of direct experience with pricing strategy and deal structuring for financial products, specifically corporate cards, payments, or banking services.
• Proven track record of managing and closing complex, enterprise-level deals.
• Deep understanding of sales processes, contract terms, and revenue recognition principles.
• Strong analytical skills with the ability to interpret data, build financial models, and draw actionable conclusions.
• Exceptional communication and interpersonal skills, with the ability to influence and collaborate effectively with stakeholders at all levels.
• Advanced proficiency in Salesforce, CPQ systems (e.g., Salesforce CPQ), and Microsoft Excel/Google Sheets.
• Willingness to work extended hours for sales pushes at the end of months and quarters.
• Ability to thrive in a dynamic, ambiguous, and rapidly changing environment.
• Bachelor's degree in Business, Finance, Economics, or a related field.

Compensation

The expected salary range for this role is $170,300 - $213,000 USD. However, the starting base pay will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.