Senior Director, Sales – Mid-Market

This is a fully remote position, open to applicants in Texas.

📋 Description

• Lead and expand a team of Mid-Market Account Executives concentrating on acquiring new logos.

• Foster a high-performance culture rooted in accountability, ownership, and ongoing improvement.

• Recruit, onboard, and develop talent as the team grows.

• Establish and uphold an operating rhythm surrounding pipeline generation, deal progression, and forecast accuracy.

• Ensure consistent pipeline generation through representative-driven prospecting and marketing support.

• Implement and sustain forecasting and deal examination frameworks.

• Coach representatives on multi-threaded deal strategies, stakeholder mapping, and value communication.

• Support large, intricate deals with extended sales cycles.

• Enhance multi-product, solution-oriented selling in competitive settings.

• Collaborate with representatives to engage CFOs, Controllers, and senior finance leaders.

• Position Emburse’s platform across travel, expenses, accounts payable/invoice, payments, and corporate cards.

• Facilitate executive-level discussions aligned with business outcomes.

• Work together with Marketing, SDRs, Solutions Consulting, Customer Success, and Partnerships.

• Align go-to-market strategies to boost pipeline quality, conversion rates, and overall performance.

• Drive coordinated execution throughout the customer lifecycle.

⛳️ Requirements

• Over 7 years of sales leadership experience in SaaS or technology sectors.

• More than 8 years of overall sales experience in complex, solution-oriented selling environments.

• Demonstrated success in leading Mid-Market or Enterprise teams with extended sales cycles and multi-stakeholder deals.

• Strong coaching skills, especially in deal strategy, pipeline development, and execution rigor.

• Proven experience in establishing and maintaining forecast discipline and pipeline inspection frameworks.

• In-depth knowledge of Salesforce (or a similar CRM) for managing pipelines and forecasting.

• Experience in selling to or coaching teams that engage with the office of the CFO.

• Ability to function effectively in a fast-paced, high-growth environment.

• Background in fintech, payments, or financial operations platforms is preferred.

• Experience in scaling teams or creating repeatable sales processes is preferred.

• Experience leading geographically distributed teams is preferred.

🏝️ Benefits

• Competitive pay.

• Flexible work arrangements.

• An inclusive, collaborative atmosphere.

• Equal employment opportunities.