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

Emburse•Dallas, TX

About The Position

Emburse is looking for a Senior Director of Mid-Market Sales to lead and scale its 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. The role involves leading 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 — someone who can quickly assess gaps, implement discipline, and coach 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