Senior Director, Sales - Mid-Market; West

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.

• 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

• 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

• 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…