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