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

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
Bachelor’s degree preferred
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

Director, Sales

Key skills