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

Job description

**Who We Are:** At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in expense intelligence, 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 ### **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 ### 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** **Preferred:** - Background in fintech, payments, or financial operations platforms - Experience scaling teams or building repeatable sales motions - Experience leading geographically distributed teams ### Who You Are - 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