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

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