Director, Sales
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Job Description
SMB Sales Director responsible for leading Emburse’s new logo SMB sales across North America. Driving sales performance through effective engagement with senior finance decision-makers.
Responsibilities:
- Lead and manage a team of SMB sales representatives focused exclusively on new logo acquisition
- Drive sales success within a complex SaaS environment, translating Emburse’s value proposition across travel, expense, AP/invoice, payments, and corporate card solutions
- Communicate and convey the value of Emburse’s platform through phone, virtual demonstrations, and in-person meetings
- Engage directly with the office of the finance C-suite, including CFOs and senior finance leaders, to build executive-level relationships and advance opportunities
- Utilize enterprise-level CRM tools (Salesforce preferred) to monitor and manage daily, weekly, and monthly sales activities and performance
- Establish a strong operating cadence focused on pipeline management, forecasting accuracy, and execution against targets
- Develop and mentor individual contributors through ongoing training, coaching, deal strategy support, and performance management
- Maintain a motivated, engaged, and high-performing sales organization through effective leadership and communication
- Partner cross-functionally to support go-to-market execution and ensure alignment across teams
- Manage multiple high-priority initiatives simultaneously while maintaining strong organizational discipline
Requirements:
- Proven track record of sales success in a complex software or technology environment (SaaS preferred)
- Demonstrated ability to lead, coach, and develop sales teams while driving consistent performance outcomes
- Creative, people-focused leader with the ability to keep teams motivated, accountable, and engaged
- Strong ability to operate autonomously while contributing effectively as part of a broader leadership team
- Outstanding relationship-building skills with a high degree of professionalism, responsiveness, and integrity
- Excellent verbal and written communication skills, including the ability to articulate complex value propositions clearly
- Executive presence with confidence engaging senior-level finance stakeholders
- Experience using enterprise CRM platforms to manage sales activity, performance, and forecasting
- Strong organizational skills with the ability to manage multiple priorities and initiatives successfully
- Bachelor’s degree preferred
- 5+ years of sales management experience
- 5+ years of overall sales experience within software or technology organizations
- Demonstrated domain expertise in one or more of the following areas:
- Travel and Expense Management
- Accounts Payable / Invoice Automation
- Payments and Financial Operations
- Corporate Card Programs
- Experience selling into SMB organizations (50–1000 employees) with a focus on new logo acquisition
- Proven success engaging and selling to the office of the finance C-suite, including CFO-level stakeholders
Benefits:
- Competitive pay
- Flexible work
- Inclusive, collaborative environment
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