Senior Director, Sales - Mid-Market (West/Central)
Who We Are:
At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, we are creating a future where technology drives business value and inspires extraordinary results. Our AI-powered platform helps organizations modernize financial operations, increase visibility, and optimize spend across the enterprise.
Emburse is looking for a Senior Director of Mid-Market Sales to lead and scale our new logo business across North America (U.S. and Canada), focused on companies with 1,000–3,500 employees.
This is a high-impact leadership role in a growth-stage environment. The foundation is in place, and now we’re looking for a leader who can elevate execution, strengthen pipeline rigor, and scale a repeatable, high-performing sales motion.
You’ll lead a team of Account Executives selling into the office of the CFO, navigating complex, multi-stakeholder deals across a comprehensive financial operations platform. Success in this role requires a leader who is equally comfortable building structure and rolling up their sleeves — someone who can quickly assess gaps, implement discipline, and coach a team to consistently win.
What You Will Do
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
- 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
Drive Pipeline & Execution Discipline
Coach for Complex Sales
Engage Executive Stakeholders
Partner Cross-Functionally
What You Will Bring
- 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
Preferred: