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

Emburse•Dallas, TX

About The Position

Emburse is seeking a Senior Director of Mid-Market Sales to lead and scale its new logo business across North America (U.S. and Canada), focusing on companies with 1,000–3,500 employees. This is a high-impact leadership role in a growth-stage environment. The role requires a leader who can elevate execution, strengthen pipeline rigor, and scale a repeatable, high-performing sales motion. The Senior Director will 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 requires a leader who is comfortable building structure and rolling up their sleeves, assessing gaps, implementing discipline, and coaching a team to consistently win.

Requirements

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.

Nice To Haves

Background in fintech, payments, or financial operations platforms.
Experience scaling teams or building repeatable sales motions.
Experience leading geographically distributed teams.

Responsibilities

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.