Startup & VC Partnerships Manager

Sales at Brex

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

What you'll do

As a Startup & VC Partnerships Manager, you'll be the face of Brex in the startup ecosystem. You'll build trusted relationships with top-tier VCs, accelerators, incubators, law firms, and high-growth founders, and turn those relationships into a steady stream of new customers.

The role has two sides that reinforce each other. On the community side, you'll represent Brex in the market by hosting events, driving engagement, and creating meaningful connections that bring real value to founders. On the partnerships side, you'll identify and cultivate partners from the ground up, build tailored go-to-market plans for each one, onboard them into the Brex ecosystem, and manage the relationship over time.

Success will be measured by your ability to bring in new startups, grow Brex's market share among top venture networks, develop new channel relationships, and deliver high-quality experiences that strengthen Brex's position in the startup space. If you have a track record of exceeding targets and a passion for building mutually beneficial relationships, this is a chance to make a significant impact in a fast-growing environment.

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

Sales and pipeline

• Drive top-of-funnel customer acquisition for newly incorporated, Pre-seed through Series B companies through direct sales, strategic partnerships, relationship building, and high-impact community events

• Consistently hit targets by converting partner relationships into a steady stream of client referrals

• Serve as a product expert, articulating Brex's value proposition to partners and founders

Partnerships

• Identify, cultivate, and deepen relationships with high-potential VCs, accelerators, incubators, law firms, and other ecosystem partners

• Craft and implement tailored go-to-market strategies for each partner

• Facilitate smooth onboarding of new partners and their teams, and be the connective tissue between partners and the Brex ecosystem

• Conduct regular performance reviews with key partners and use the data to optimize each relationship

Community and brand

• Expand your existing network of top-tier founders and VCs who are eager to support your efforts

• Launch initiatives that bring founders and VCs together in meaningful and differentiated ways

• Be the respected brand and face of Brex for Startups. You are the flag bearer for Brex and everyone should know you in the market

Value add to founders

• Leverage your network, your colleagues' networks, and your skills to help founders on several fronts: accessing capital (debt and equity), sourcing talent for key roles, and connecting them with potential customers

Cross-functional and operations

• Work closely with marketing, growth, direct sales, underwriting, operations, finance, revenue operations, and product & engineering to drive co-marketing opportunities, onboard new clients, and inform the product roadmap

• Maintain strong data hygiene in Salesforce and leverage tools such as Hex, Retool, Scratchpad, Botdog, Rings, Harmonic, Pitchbook and Nooks

• Use AI tools (Gemini, ChatGPT, Claude, Granola, etc.) to work more efficiently

Requirements

• 2+ years of experience in venture capital, at a startup, or in a partnerships or closing sales role

• Established network within the startup ecosystem and proven experience working directly with VCs and founders

• Strong understanding of the venture community and how to drive partnerships within it

• Demonstrated track record of consistently hitting targets and quotas

• Experience building communities both virtually and in person, with a passion for events and activations with partners

• Ability to deliver tailored, consultative solutions that align with partners' needs and business goals

• Ability to evaluate partnership performance, identify areas for optimization, and implement data-driven solutions

• Proven ability to build trust and credibility with internal and external stakeholders

• Self-starter with strong leadership skills, intellectual curiosity, a collaborative mindset, high EQ, and a positive, winning attitude

• Thrives in a fast-paced, evolving startup environment

Compensation

The expected OTE range for this role is USD $135,600 - $169,500. 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.