Senior Director, Sales – Mid-Market

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

📋 Description

• Lead, nurture, and motivate a team of Mid-Market Account Executives dedicated to acquiring new logos.

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

• Recruit, onboard, and train talent as the team expands.

• Establish and enforce a structured operating cadence for pipeline generation, deal progression, and forecast accuracy.

• Ensure consistent pipeline development through representative-driven prospecting and marketing assistance.

• Implement and maintain frameworks for forecasting and deal evaluation.

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

• Provide support for large, intricate deals that involve lengthy sales cycles.

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

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

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

• Drive executive-level discussions aligned with business outcomes.

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

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

• Facilitate coordinated execution across the customer lifecycle.

⛳️ Requirements

• 7+ years of experience in sales leadership within SaaS or technology companies.

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

• Proven track record of leading Mid-Market or Enterprise teams with lengthy sales cycles and multi-stakeholder negotiations.

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

• Experience in building and maintaining forecast discipline and pipeline evaluation frameworks.

• In-depth knowledge of Salesforce or similar CRM systems for pipeline management and forecasting purposes.

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

• Ability to thrive in a dynamic, high-growth environment.

• Preferred: Background in fintech, payments, or financial operations platforms.

• Preferred: Experience in scaling teams or creating repeatable sales processes.

• Preferred: Experience in leading geographically dispersed teams.

🏝️ Benefits

• Competitive salary.

• Flexible working arrangements.

• Inclusive and collaborative workplace culture.

• Equal employment opportunities.