Emburse - Senior Director, Sales - Mid-Market (West/Central)
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Requirements
• A builder and operator — you know how to create structure, but you’re equally comfortable refining and improving what exists • Highly execution-focused, with a strong bias toward action and accountability • Skilled at balancing strategic thinking with hands-on leadership • A strong coach who can break down deals, guide reps through complexity, and elevate team performance • Comfortable in environments that require adaptability, agility, and continuous iteration • Data-driven, with a sharp focus on pipeline health, forecasting accuracy, and performance metrics • Confident engaging senior stakeholders and building credibility with both customers and internal partners
Responsibilities
• Lead & Scale the Team • 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 • Drive Pipeline & Execution Discipline • 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 for Complex Sales • 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 • Engage Executive Stakeholders • 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 • Partner Cross-Functionally • 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 • 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 • Background in fintech, payments, or financial operations platforms • Experience scaling teams or building repeatable sales motions • Experience leading geographically distributed teams
Benefits
• Finance is changing—and at Emburse, we’re leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimize spend—so they can focus on what’s next, not what’s slowing them down. • A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize • their finance operations. • A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI to solve real- • world challenges. • A Culture That Empowers – Competitive pay, flexible work, and an inclusive, collaborative environment that • supports your success. • A Career That Matters – Your work here drives efficiency, innovation, and smarter financial decision-making • for businesses everywhere. • Shape your future & find what’s next at Emburse.
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