[All remote jobs](https://jobicy.com/jobs.md)[![Emburse logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/01/53d916231694fe1194740474c056bb04.jpeg)](https://jobicy.com/company/emburse.md)[Emburse](https://jobicy.com/company/emburse.md) # Senior Director, Sales – Mid-Market (West/Central) AI Summary Emburse is seeking a senior sales leader to scale new-logo mid-market revenue across the West and Central United States. The role manages and develops Account Executives selling a multi-product financial-operations platform to CFO organizations at companies with 1,000–3,500 employees. Core priorities include pipeline generation, forecast accuracy, complex deal coaching, executive engagement, and building repeatable sales processes. The leader will partner closely with Marketing, SDRs, Solutions Consulting, Customer Success, and Partnerships in a fast-growth SaaS environment.[Apply for this job](#job-application)[View company](https://jobicy.com/company/emburse.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished5 Nov 2026Apply before5 Dec 2026Listing views25Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. 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 what exists * Highly execution-focused, with a strong bias toward action and accountability * Skilled at balancing strategic thinking with hands-on leadership * A strong coach who can break down deals, guide reps through complexity, and elevate team performance * Comfortable in environments that require adaptability, agility, and continuous iteration * Data-driven, with a sharp focus on pipeline health, forecasting accuracy, and performance metrics * Confident engaging senior stakeholders and building credibility with both customers and internal partners ### Compensation ### Additional Information 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. Emburse provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Emburse complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment. Show more [Apply now >](https://jobicy.com/jobs/159049-senior-director-sales-mid-market-west-central.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a high-impact director role requiring proven leadership of complex SaaS sales cycles, rigorous forecasting, executive-level selling, and team scaling. Success depends on simultaneously improving operating discipline, coaching individual deals, and delivering new-logo growth. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$190,000US market range (per year)$160k–$230k0$253.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer base-pay range is disclosed. Estimated annual USD base salary for a US-based Senior Director of Mid-Market SaaS Sales is $160,000–$230,000, with an estimated midpoint of $190,000; variable commission and equity may be additional. ## Core skills Skills and capabilities most closely associated with this opportunity. [SaaS sales leadership](https://jobicy.com/jobs?search_keywords=SaaS%20sales%20leadership.md)[Mid-market sales](https://jobicy.com/jobs?search_keywords=Mid-market%20sales.md)[New logo acquisition](https://jobicy.com/jobs?search_keywords=New%20logo%20acquisition.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Complex solution selling](https://jobicy.com/jobs?search_keywords=Complex%20solution%20selling.md)[Executive stakeholder management](https://jobicy.com/jobs?search_keywords=Executive%20stakeholder%20management.md)[Sales coaching](https://jobicy.com/jobs?search_keywords=Sales%20coaching.md)[Salesforce CRM](https://jobicy.com/jobs?search_keywords=Salesforce%20CRM.md)[Team building](https://jobicy.com/jobs?search_keywords=Team%20building.md)[Go-to-market strategy](https://jobicy.com/jobs?search_keywords=Go-to-market%20strategy.md)[Financial technology](https://jobicy.com/jobs?search_keywords=Financial%20technology.md)[Cross-functional collaboration](https://jobicy.com/jobs?search_keywords=Cross-functional%20collaboration.md)[Revenue operations](https://jobicy.com/jobs?search_keywords=Revenue%20operations.md) Sample interview questionsHow have you improved pipeline quality and forecast accuracy for a sales organization?I establish clear stage-exit criteria, inspect opportunities consistently, and use leading indicators such as pipeline coverage, conversion rates, and deal aging. I combine CRM hygiene with manager coaching so forecasts are evidence-based rather than intuition-driven. How would you coach an Account Executive on a complex CFO-led opportunity? I would begin with stakeholder mapping, the customer's financial priorities, and the economic impact of the current process. Then I would help the AE build a multi-threaded engagement plan, validate decision criteria, identify risks, and connect Emburse's platform capabilities to measurable outcomes. What is your approach to building a high-performance sales culture? I set transparent expectations, establish a disciplined operating cadence, and make coaching frequent and specific. I pair accountability with practical support, celebrate repeatable behaviors, and use performance data to create targeted development plans. How do you balance strategic leadership with direct involvement in major deals? I prioritize involvement where it creates leverage, such as executive alignment, deal strategy, or removing a critical obstacle. At the same time, I ensure AEs retain ownership and use each engagement as a coaching opportunity that improves their future execution. How would you align Sales with Marketing, SDRs, Solutions Consulting, and Customer Success? I would create shared definitions for qualified pipeline, handoffs, target accounts, and conversion metrics. Regular cross-functional reviews would surface friction early and keep each team focused on improving buyer experience, pipeline quality, and long-term customer value. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. 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