Senior Director, Sales

The SMB West Sales Director is responsible for leading Emburse’s new logo SMB sales organization across North America (including Canada), focused on companies with 50–750 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 West sales team is well supported, energized, and equipped to execute through effective coaching, mentorship, and performance management. 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:

Bachelor’s degree preferred, equivalent years of relevant professional experience will be considered

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

Experience:

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 (50–750 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

Experience leading geographically distributed SMB sales teams

Background within fintech, payments, or financial operations platforms

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