Senior Director, Sales - Mid-Market (West/Central)

1 month ago
Full-time
Lead
Sales and Business Development
Emburse

Emburse

Emburse is a global leader in expense management software, providing award-winning solutions that simplify corporate travel and expense processes for over 18,000 organizations worldwide.

Diversified Financial Services
251-1K
Founded 2020
$5M raised

Description

  • Lead, develop, and inspire a team of Mid-Market Account Executives focused on new logo acquisition.
  • Build a high-performance sales culture centered on accountability, ownership, and continuous improvement.
  • Recruit, onboard, and ramp new sales talent as the team grows.
  • Establish and enforce an operating cadence for pipeline generation, deal progression, and forecast accuracy.
  • Ensure consistent pipeline creation through both rep-driven prospecting and marketing support.
  • Implement disciplined forecasting and deal inspection frameworks.
  • Coach reps on multi-threaded deal strategy, stakeholder mapping, and value articulation.
  • Support large, complex deals with longer sales cycles and competitive dynamics.
  • Help the team sell multi-product, solution-based value across travel, expense, AP/invoice, payments, and corporate cards.
  • Partner with Marketing, SDRs, Solutions Consulting, Customer Success, and Partnerships to improve pipeline quality and conversion.

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 in deal strategy, pipeline development, and execution rigor.
  • Demonstrated experience building and maintaining forecast discipline and pipeline inspection frameworks.
  • Deep familiarity with Salesforce or an 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.
  • Preferred: experience scaling teams or building repeatable sales motions, including geographically distributed teams.

Benefits

  • Competitive pay.
  • Flexible work arrangements.
  • Inclusive, collaborative environment.
  • Opportunity to work at a high-growth company serving 12M+ users across 120 countries.
  • Work on AI-powered solutions that modernize finance operations and drive real business impact.

Interested in this position?

Apply directly on the company website

Apply Now

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