[Hiring] Senior Director, Sales @Emburse

Role Description

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.

• 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.

What You Will Do

• 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.

Qualifications

• 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.

Benefits

• 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.