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Senior Director, Sales - Mid-Market (West/Central) at Emburse. Location Information: United States. Emburse humanizes work by empowering business travelers, finance professionals and CFOs to eliminate manual, time-consuming tasks so they can focus on what matters most.. Emburse brings together some of the world’s most powerful and trusted expense and AP automation solutions, including Abacus, Captio, Certify, Chrome River, Nexonia and Tallie. The company’s innovative offerings, which are uniquely tailored for specific industries, company sizes, and geographies, are trusted by more than 4.5 million users in more than 120 countries. Over 14,000 customers, from start-ups to global enterprises, including Boot Barn, Grant Thornton, Telefónica, Lufthansa Systems, and Toyota rely on Emburse to make faster, smarter decisions, empower business travelers to recapture lost nights and weekends spent doing tedious expense management, and help make users’ lives -- and their businesses -- better.. 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. 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 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. 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. 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. 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. Preferred: Experience scaling teams or building repeatable sales motions. Preferred: Experience leading geographically distributed teams. Competitive pay. Flexible work. Inclusive, collaborative environment. Work alongside some of the brightest minds in finance, tech, and AI. Opportunity to drive efficiency, innovation, and smarter financial decision-making for businesses