The Role
The SMB West Sales Director is responsible for leading Emburse’s new logo SMB sales organization across North America (including Canada), focused on companies with 50–750 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 West sales team is well supported, energized, and equipped to execute through effective coaching, mentorship, and performance management.
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:
- Bachelor’s degree preferred, equivalent years of relevant professional experience will be considered
- 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
Experience:
- 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 (50–750 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
- Experience leading geographically distributed SMB sales teams
- Background within fintech, payments, or financial operations platforms
- 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 environment
- Willingness to travel as needed to support team and customer engagement
Required
Preferred
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.
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The Company
What We Do
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.
