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 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