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

Emburse

About The Position

Emburse is seeking a Senior Director of Mid-Market Sales to lead and scale new-logo sales across the U.S. and Canada, serving companies with 1,000–3,500 employees. This high-impact leadership position is responsible for strengthening execution, pipeline rigor, and a repeatable, high-performing sales motion in a growth-stage environment. The role leads Mid-Market Account Executives selling a financial operations platform to the office of the CFO and navigating complex, multi-stakeholder deals. The successful candidate will combine strategic leadership with hands-on coaching and execution. They will assess team and process gaps, establish operating discipline, develop talent, support complex deals, and build effective partnerships across go-to-market and customer-facing teams.

Requirements

At least 7 years of sales leadership experience in SaaS or technology organizations.
At least 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 an equivalent CRM for pipeline management and forecasting.
Experience selling into, or coaching teams that sell 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 grows.
Establish and enforce an operating cadence for pipeline generation, deal progression, and forecast accuracy.
Ensure consistent pipeline creation through rep-driven prospecting as well as marketing support.
Implement and maintain disciplined forecasting and deal-inspection frameworks.
Coach representatives on multi-threaded deal strategy, stakeholder mapping, and value articulation.
Actively engage in and support large, complex deals with longer sales cycles.
Improve the team's ability to sell multi-product, solution-based value in competitive environments.
Partner with representatives to engage CFOs, Controllers, and senior finance leaders.
Help position Emburse's platform across travel, expense, AP/invoice, payments, and corporate cards.
Drive executive-level conversations aligned 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.