The SMB Sales Director is responsible for leading Emburse’s new logo SMB sales organization across North America (including Canada), focused on companies with 50–1000 employees. This role will drive consistent sales performance through strong leadership, disciplined execution, and effective engagement with senior finance decision-makers.
The successful candidate will be a self-directed and highly motivated sales leader who is willing to arrive at Emburse prepared to lean in quickly, proactively embed themselves in the organization, and accelerate their onboarding through personal initiative. This individual will ensure the SMB sales team is well supported, energized, and equipped to execute through effective coaching, mentorship, and performance management.
This role is remote and can be based within the US, ideally in the Eastern time zone.
What You Will Do
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
What We Are Looking For
Sales Leadership & Execution
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
Communication & Relationship Building
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
Operational Discipline
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
Education
Bachelor’s degree preferred
Equivalent years of relevant professional experience will be considered
Experience
Required
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
Preferred
Experience leading geographically distributed SMB sales teams
Background within fintech, payments, or financial operations platforms
Additional Eligibility Qualifications
Proven ability to communicate and demonstrate complex software solutions via phone, virtual, and in-person channels
Strong proficiency in Salesforce or comparable CRM platforms
Ability to manage multiple high-priority projects in a fast-paced environment
Willingness to travel as needed to support team and customer engagement
Why Emburse?
Finance is changing—and at Emburse, we’re leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimize spend—so they can focus on what’s next, not what’s slowing them down.
• A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize their finance operations.
• A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI to solve real-world challenges. • A Culture That Empowers – Competitive pay, flexible work, and an inclusive, collaborative environment that supports your success.
• A Career That Matters – Your work here drives efficiency, innovation, and smarter financial decision-making for businesses everywhere.
Shape your future & find what’s next at Emburse!
