Manager, Sales - SMB

Emburse

About The Position

Emburse is hiring a Manager, Sales to lead and scale its North American new-logo sales team serving small and mid-sized businesses with 200 to 1,000 employees. The role manages Account Executives who prospect outbound, run short sales cycles, and sell to finance leaders across the U.S. and Canada. This is a player-coach role, involving live calls, co-selling important demos, and coaching representatives on qualification, pipeline management, and closing. The manager owns the team's outbound engine, pipeline discipline, and forecast accuracy, and is measured on the team's results. The role also works closely with Revenue Operations, Sales Development, Product, Product Marketing, Marketing, Solutions Consulting, Implementation, and Customer Success to improve sales performance and ensure effective customer handoffs.

Requirements

3 to 5 years of experience as a sales leader managing B2B SaaS or fintech Account Executives.
5+ years of quota-carrying sales experience with a consistent record of attainment in a transactional or high-velocity environment.
MEDDPICC certification and hands-on ability to coach representatives through each element on live deals.
Executive presence and experience selling to CFOs, Controllers, or Accounting Managers.
Proven success running teams with 30- to 60-day sales cycles and multiple closes per month.
Working command of the full sales cycle, from prospecting and discovery through negotiation and close.
Strong command of activity and velocity metrics, including call volume, connect rate, demo completion, stage conversion, and cycle length.
Hands-on experience with Salesforce and modern sales technology such as Salesloft or Outreach, Gong, and ZoomInfo.
Ability and willingness to travel as needed for larger, more complex deals.
Experience working effectively with Revenue Operations, Sales Development, and Product or Product Marketing leaders to improve sales results.
AI fluency, including use of generative AI, conversational intelligence, or CRM copilot tools in selling and management work, and experience training a team to use them.
Ability to demonstrate a measurable result from AI tool use, such as increased activity per representative, faster cycle times, or improved pipeline quality.

Nice To Haves

Challenger certification.

Responsibilities

Manage, coach, and develop a team of SMB Account Executives focused on new-logo acquisition.
Run weekly one-on-ones, call reviews, and skills sessions to develop deal control, executive presence, and closing ability.
Partner with People Operations to recruit, onboard, and ramp new Account Executives.
Build a culture of accountability, daily execution, and continuous development.
Set and enforce daily and weekly operating cadences for outbound prospecting, speed to lead, and pipeline progression.
Coach representatives on multithreaded prospecting, discovery, and qualification using MEDDPICC.
Coach representatives on Challenger-style insight selling to finance leaders.
Inspect pipeline weekly, address stalled deals, and deliver accurate weekly and monthly forecasts.
Run deal clinics covering objection handling, procurement and contracting, and one- or two-call closes.
Prepare the team to engage CFOs, Controllers, and Directors of Finance with confidence and a clear business case.
Coach representatives to articulate ROI and the value of Emburse's AI-powered automation across travel, expense, and accounts payable.
Lead senior stakeholder conversations and co-sell with representatives in high-value meetings.
Travel to customer sites and prospect locations to lead or support larger, more complex deals.
Set the standard for team adoption of AI tools, including conversational intelligence, outreach, CRM, and meeting-preparation tools.
Use CRM and call data to identify performance gaps and coach representatives accordingly.
Build repeatable AI-assisted workflows for prospecting, account research, call preparation, and follow-up.
Engage Revenue Operations on pipeline data, forecasting, sales tooling, and process changes.
Engage Sales Development leadership on lead routing, qualification criteria, SDR-to-AE handoffs, and outbound targeting.
Engage Product and Product Marketing leaders on competitive insights, messaging, AI feature positioning, and customer feedback.
Work with Marketing on inbound routing and campaign feedback loops.
Align with Solutions Consulting, Implementation, and Customer Success to support clean handoffs and fast time to value.