[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) # Manager, Sales – SMB AI Summary Emburse is seeking a player-coach Sales Manager to lead a North American SMB new-logo sales team selling expense-management and financial automation software. The manager will recruit, develop, and performance-manage Account Executives while directly participating in calls, demos, strategic deals, pipeline reviews, and forecasting. Success depends on improving outbound execution, MEDDPICC qualification, Challenger-style selling, CRM discipline, and short-cycle close rates. The role partners closely with Revenue Operations, Sales Development, Marketing, Product, Solutions Consulting, Implementation, and Customer Success. It requires an experienced B2B SaaS or fintech sales leader who can engage finance executives and drive measurable team results.[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 TimeExperienceDirectorPublished11 Nov 2026Apply before11 Dec 2026Listing views23Application actions0Application 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](https://jobicy.com/company/emburse.md), 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 hiring a Manager, Sales (SMB) to lead and scale our North American new logo sales team for small and mid-sized businesses with 200 to 1,000 employees. You will manage Account Executives who prospect outbound, run short sales cycles, and win over finance leaders across the U.S. and Canada. This is a player-coach role. You will be on live calls, co-sell critical demos, and coach reps on qualification, pipeline, and closing. You own the team’s outbound engine, pipeline discipline, and forecast accuracy, and you are measured on what your team produces. What You Will Do Lead and develop the team * Manage, coach, and develop a team of SMB Account Executives focused on new logo acquisition. * Run weekly 1:1s, call reviews, and skills sessions that build deal control, executive presence, and closing ability. * Partner with People Operations to recruit, onboard, and ramp new AEs quickly. * Build a culture of accountability, daily execution, and continuous development. Run the full sales cycle with an outbound focus * Set and enforce a daily and weekly operating cadence for outbound prospecting, speed to lead, and pipeline progression. * Coach reps on multithreaded prospecting, discovery, and qualification using MEDDPICC. * Coach reps on Challenger-style insight selling that reframes how finance leaders think about spend, controls, and efficiency. * Inspect pipeline weekly, remove stalled deals, and deliver accurate weekly and monthly forecasts. * Run deal clinics on objection handling, procurement and contracting, and one- or two-call closes. Sell to and coach for financial decision makers * Prepare the team to engage CFOs, Controllers, and Directors of Finance with confidence and a clear business case. * Coach reps to articulate ROI and the value of Emburse’s AI-powered automation across travel, expense, and accounts payable. * Lead senior stakeholder conversations yourself and co-sell with reps on high-value meetings. * Travel to customer sites and prospect locations to lead or support larger, more complex deals. Use AI and modern sales tools to drive productivity * Set the standard for AI tool adoption across the team, including conversational intelligence, outreach, CRM, and meeting prep tools. * Use CRM and call data to diagnose performance gaps and coach to them. * Build repeatable AI-assisted workflows for prospecting, account research, call preparation, and follow-up. Engage cross-functional leaders (core responsibility) * Engage Revenue Operations on pipeline data, forecasting, sales tooling, and process changes. * Engage Sales Development leadership on lead routing, qualification criteria, SDR-to-AE handoffs, and outbound targeting. * Engage Product and Product Marketing leaders on competitive insights, messaging, AI feature positioning, and customer feedback from the field. * Work with Marketing on inbound routing and campaign feedback loops. * Align with Solutions Consulting, Implementation, and Customer Success for clean handoffs and fast time to value. What You Bring * 3 to 5 years of experience as a sales leader managing B2B SaaS or fintech Account Executives. * 5+ years of quota-carrying sales experience with a consistent record of attainment in a transactional or high-velocity environment. * MEDDPICC certification, with hands-on ability to coach reps through each element on live deals. * Executive presence and experience selling to CFOs, Controllers, or Accounting Managers. * Proven success running teams on short sales cycles (30 to 60 days) with multiple closes per month. * Working command of the full sales cycle, from prospecting and discovery through negotiation and close. * Strong command of activity and velocity metrics: call volume, connect rate, demo completion, stage conversion, and cycle length. * Hands-on experience with Salesforce and modern sales technology such as Salesloft or Outreach, Gong, and ZoomInfo. * Ability and willingness to travel as needed for larger, more complex deals. * Experience working effectively with Revenue Operations, Sales Development, and Product or Product Marketing leaders to improve sales results. * AI fluency: You use generative AI, conversational intelligence, or CRM copilot tools in your own selling and management work, and you have trained a team to use them. You can point to a measurable result, such as higher activity per rep, faster cycle times, or better pipeline quality. Preferred * Challenger certification. ### 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/161251-manager-sales-smb.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 4/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a high-pressure revenue leadership role with responsibility for team attainment, forecast accuracy, outbound productivity, and complex executive-level sales conversations. The player-coach scope requires simultaneous people leadership, deal execution, cross-functional influence, and data-driven operational management. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$145,000US market range (per year)$120k–$175k0$192.50k 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. The yearly cadence is inferred from the full-time US sales-management context. Estimated annual base pay for a remote US SMB SaaS Sales Manager is approximately $120,000 to $175,000, with a midpoint of $145,000; variable commission or bonus may be offered separately and is not included. ## Core skills Skills and capabilities most closely associated with this opportunity. [B2B SaaS Sales Leadership](https://jobicy.com/jobs?search_keywords=B2B%20SaaS%20Sales%20Leadership.md)[SMB Sales](https://jobicy.com/jobs?search_keywords=SMB%20Sales.md)[Account Executive Coaching](https://jobicy.com/jobs?search_keywords=Account%20Executive%20Coaching.md)[Outbound Prospecting](https://jobicy.com/jobs?search_keywords=Outbound%20Prospecting.md)[MEDDPICC](https://jobicy.com/jobs?search_keywords=MEDDPICC.md)[Challenger Selling](https://jobicy.com/jobs?search_keywords=Challenger%20Selling.md)[Sales Forecasting](https://jobicy.com/jobs?search_keywords=Sales%20Forecasting.md)[Pipeline Management](https://jobicy.com/jobs?search_keywords=Pipeline%20Management.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Salesloft](https://jobicy.com/jobs?search_keywords=Salesloft.md)[Gong](https://jobicy.com/jobs?search_keywords=Gong.md)[ZoomInfo](https://jobicy.com/jobs?search_keywords=ZoomInfo.md)[Executive Selling](https://jobicy.com/jobs?search_keywords=Executive%20Selling.md)[Revenue Operations](https://jobicy.com/jobs?search_keywords=Revenue%20Operations.md)[Generative AI](https://jobicy.com/jobs?search_keywords=Generative%20AI.md) Sample interview questionsHow have you improved performance for an SMB Account Executive team in a high-velocity sales environment?I start with a funnel baseline covering activity, connect rate, meetings, conversion by stage, deal age, and close rate. I then identify the largest constraint, create a focused coaching cadence around it, and inspect progress weekly through call reviews and pipeline reviews. This approach keeps coaching tied to measurable improvements rather than general feedback. How do you coach MEDDPICC on a short sales cycle without creating unnecessary process? I use MEDDPICC as a practical deal-control framework, not a checklist. For each active opportunity, I focus on the elements most likely to determine the next step, such as an identified economic buyer, quantified pain, decision process, and compelling event. Reps leave deal reviews with explicit actions, owners, and dates to close qualification gaps quickly. Describe how you would forecast a team that is focused on new-logo SMB acquisition. I would build the forecast from stage-level conversion data, sales-cycle duration, rep capacity, opportunity quality, and close-plan evidence. I would separate committed deals from best-case opportunities based on verified buyer access, decision process, business case, and next steps. Weekly inspection of aging pipeline and stalled opportunities would ensure the forecast reflects reality rather than optimism. How would you use AI and conversational intelligence tools to raise team productivity? I would define a few repeatable use cases with measurable outcomes: account research, personalized outbound preparation, call summaries, objection analysis, follow-up drafting, and coaching insights from recorded calls. I would establish quality standards and review adoption alongside activity and conversion metrics. The goal is to reduce administrative work while improving relevance, speed, and deal execution. How do you lead cross-functional partners when sales results depend on shared processes? I align partners around a shared metric and a clearly defined operating problem, such as lead-routing quality, SDR-to-AE handoff conversion, or implementation readiness. I bring customer evidence and pipeline data, agree on owners and timelines, and communicate outcomes consistently. This creates accountability while ensuring field feedback improves product, messaging, and go-to-market execution. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. Keep exploring ## Related remote jobs. * ![Doximity logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/e71c16d6-221.jpg) Doximity Nov 11 New ### [Regional Vice President, Med Affairs](https://jobicy.com/jobs/161247-regional-vice-president-med-affairs.md) Regional Vice President, Med Affairs Location: Remote About Doximity Doximity is the leading clinical AI company with the largest network of U.S. clinicians. 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