Director, Sales

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 en