Senior Director, Sales – Mid-Market

Stellenbeschreibung:

Lead and scale 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 operating cadence around pipeline generation, deal progression, and forecast accuracy
Ensure consistent pipeline creation through rep-driven prospecting and marketing support
Implement and maintain forecasting and deal inspection frameworks
Coach representatives on multi-threaded deal strategy, stakeholder mapping, and value articulation
Support large, complex deals with longer sales cycles
Elevate multi-product, solution-based selling in competitive environments
Partner with representatives to engage CFOs, Controllers, and senior finance leaders
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

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
Background in fintech, payments, or financial operations platforms (preferred)
Experience scaling teams or building repeatable sales motions (preferred)
Experience leading geographically distributed teams (preferred)

Core Competencies

Demonstrates expertise in leading sales teams with a focus on new logo acquisition and multi-stakeholder deal strategies. Proven ability to build high-performance cultures, implement effective pipeline management frameworks, and drive executive-level conversations in the fintech and SaaS sectors.