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

Emburse · Dallas, TX

  • Senior
  • Full-time
  • Posted 2026-09-02
  • Confirmed live on 25 September 2026

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Job description

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.

What You Will Do
Lead & Scale the Team

• 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

Drive Pipeline & Execution Discipline

• 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 for Complex Sales

• 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

Engage Executive Stakeholders

• 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

Partner Cross-Functionally

• 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

What You Will Bring
• 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

Preferred:

• Background in fintech, payments, or financial operations platforms

• Experience scaling teams or building repeatable sales motions

• Experience leading geographically distributed teams

Who You Are
• 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 with both customers and internal partners

Why Emburse?
 
Finance is changing—and at Emburse, we’re leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimize spend—so they can focus on what’s next, not what’s slowing them down.
• A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize
 their finance operations.
• A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI to solve real-
 world challenges.
• A Culture That Empowers – Competitive pay, flexible work, and an inclusive, collaborative environment that
 supports your s

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