Emburse

Senior Director, Sales – Mid-Market

Emburse

full-time

Posted on:

Location Type: Remote

Location: United States

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Job Level

Senior

About the role

  • Lead, develop, and inspire a team of Mid-Market Account Executives focused on new logo acquisition
  • Build a high-performance culture grounded in accountability, ownership, and continuous improvement
  • Recruit, onboard, and ramp talent as the team continues to grow
  • Establish and enforce a strong operating cadence around pipeline generation, deal progression, and forecast accuracy
  • Ensure consistent pipeline creation, including rep-driven prospecting in addition to marketing support
  • Implement and maintain disciplined forecasting and deal inspection frameworks
  • Coach reps on multi-threaded deal strategy, including stakeholder mapping and value articulation
  • Actively engage in and support large, complex deals with longer sales cycles
  • Elevate the team’s ability to sell multi-product, solution-based value in competitive environments
  • Partner with reps to engage CFOs, Controllers, and senior finance leaders
  • Help position Emburse’s platform across travel, expense, AP/invoice, payments, and corporate cards
  • Drive strong executive-level conversations that align to business outcomes
  • Collaborate with Marketing, SDRs, Solutions Consulting, Customer Success, and Partnerships
  • Align go-to-market efforts to improve pipeline quality, conversion, and overall performance
  • Drive coordinated execution across the customer lifecycle

Requirements

  • 7+ years of sales leadership experience in SaaS or technology organizations
  • 8+ years of overall sales experience in complex, solution-based selling environments
  • Proven success leading Mid-Market or Enterprise teams with longer sales cycles and multi-stakeholder deals
  • Strong coaching capability, particularly in deal strategy, pipeline development, and execution rigor
  • Demonstrated experience building and maintaining forecast discipline and pipeline inspection frameworks
  • Deep familiarity with Salesforce (or equivalent CRM) for pipeline management and forecasting
  • Experience selling into or coaching teams selling into the office of the CFO
  • Ability to operate effectively in a fast-paced, high-growth environment
  • Preferred: Background in fintech, payments, or financial operations platforms
  • Experience scaling teams or building repeatable sales motions
  • Experience leading geographically distributed teams
Benefits
  • Competitive pay
  • Flexible work
  • Inclusive, collaborative environment that supports your success
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales leadershipsolution-based sellingpipeline developmentforecast disciplinedeal strategymulti-stakeholder dealsteam scalingsales motionsaccountabilitycontinuous improvement
Soft Skills
coaching capabilitycommunicationcollaborationinspirationorganizational skillsexecutive-level conversationownershipadaptabilitystrategic thinkingperformance improvement