Senior Director, Sales – Mid-Market

• 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.

Highest-signal resume keywords

• Sales Leadership Experience
• Complex Solution-Based Selling
• Coaching Capability
• Salesforce Proficiency
• Fintech Industry Experience

Hard Skills

• New Logo Acquisition
• Pipeline Management
• Deal Strategy
• Forecast Discipline
• Multi-Stakeholder Deals
• Sales Motion Development
• Sales Performance Improvement
• Accountability Frameworks
• Value Articulation
• Stakeholder Mapping

Soft Skills

• Coaching
• Collaboration
• Ownership
• Continuous Improvement
• High-Performance Culture Building

Industry Keywords

• SaaS
• Fintech
• Payments
• Financial Operations
• Mid-Market Sales
• Enterprise Sales
• CFO Engagement
• Sales Cadence
• Customer Lifecycle Management
• Geographically Distributed Teams

Tools & Technologies

• Salesforce
• CRM Systems
• Forecasting Frameworks
• Pipeline Inspection Tools
• Marketing Support Tools