---
title: 'Senior Director, Sales - Mid-Market  (West/Central) at Emburse'
canonical: 'https://feeny.ai/job/senior-director-sales-mid-market-west-central-emburse-dallas-ryq10by2ps7a'
type: 'job'
last_seen: '2026-09-07'
---

# Senior Director, Sales - Mid-Market  (West/Central) at Emburse

- **Company:** Emburse
- **Location:** Dallas, TX
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-09-02
- **Last confirmed live:** 2026-09-07
- **Apply:** https://jobs.lever.co/emburse/26850e5d-54e0-420e-89e1-e424e566706b

## Job description

Who We Are:

At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in expense intelligence, we are creating a future where technology drives business value and inspires extraordinary results. Our AI-powered platform helps organizations modernize financial operations, increase visibility, and optimize spend across the enterprise.

Emburse is looking for a Senior Director of Mid-Market Sales to lead and scale our new logo business across North America (U.S. and Canada), focused on companies with 1,000–3,500 employees. This is a high-impact leadership role in a growth-stage environment. The foundation is in place, and now we’re looking for a leader who can elevate execution, strengthen pipeline rigor, and scale a repeatable, high-performing sales motion. You’ll lead a team of Account Executives selling into the office of the CFO, navigating complex, multi-stakeholder deals across a comprehensive financial operations platform. Success in this role requires a leader who is equally comfortable building structure and rolling up their sleeves — someone who can quickly assess gaps, implement discipline, and coach a team to consistently win.

## 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

## Who You Are

- A builder and operator — you know how to create structure, but you’re equally comfortable refining and improving what exists
- Highly execution-focused, with a strong bias toward action and accountability
- Skilled at balancing strategic thinking with hands-on leadership
- A strong coach who can break down deals, guide reps through complexity, and elevate team performance
- Comfortable in environments that require adaptability, agility, and continuous iteration
- Data-driven, with a sharp focus on pipeline health, forecasting accuracy, and performance metrics
- Confident engaging senior stakeholders and building credibility with both customers and internal partners

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.

## About Emburse

## Company Overview
- **One-liner**: Emburse provides an AI-powered, end-to-end travel and expense management platform that simplifies spending, compliance, and financial workflows for organizations of all sizes.
- **Entity Type**: Private (acquired by Chrome River Technologies in 2019; backed by K1 Investment Management and Y Combinator)
- **Headquarters**: Dallas, Texas, United States
- **Founded**: 2015
- **Founders**: Not publicly listed on primary sources; the company was formed through the acquisition and consolidation of multiple expense management platforms (including Abacus, Captio, Certify, Chrome River, Nexonia, and Tallie)

## Core Business
- **Primary Industry**: Software Development / Fintech – Travel and Expense Management
- **Target Customers**: B2B – Global enterprises, mid-sized businesses, SMBs, public sector agencies, and nonprofits
- **Mission**: "To deliver the greatest business value for our customers and make the lives of professionals easier through innovative expense management, business travel, accounts payable, and payment solutions." [emburse.com](https://www.emburse.com/company/about-emburse)

## Products & Services
- **Emburse Travel**: Mobile-first travel booking and management tool that integrates with expense tracking for real-time visibility and compliance.
- **Emburse Expense**: AI-driven expense management that automatically captures, categorizes, and validates spend in real time before reports are submitted.
- **Emburse AP Automation**: Accounts payable automation for invoicing and payments, reducing manual data entry and processing time.
- **Emburse Payments**: Streamlined payment solutions integrated with the expense and AP workflow.
- **Emburse AI**: Purpose-built AI layer that provides real-time visibility and control, enforces policy pre-submission, and adapts to global tax and currency rules.
- **Emburse Integrations**: Connects with hundreds of third-party technology solutions (ERP, CRM, HRIS) and travel providers. [emburse.com](https://www.emburse.com/company/about-emburse)

## Market Standing
- **Valuation/Market Cap**: Not publicly disclosed.
- **Key Metric**: Annual Revenue of **$166.1 million** (latest estimate). Total Funding of **$4.4 million** (seed and private equity). [LinkedIn](https://linkedin.com/company/emburse)
- **Notable Investors/Partners**: K1 Investment Management (lead private equity investor, 2019), Y Combinator (seed stage). Key partners include hundreds of travel and technology providers.
- **Growth Signals**: Headcount of 611 employees (+7.1% YoY). Over **12 million professionals** in **200 countries** use the platform. Serves **over 15,000 organizations**. Acquired multiple companies to build its suite: Certify, Nexonia, Captio, TripBAM, Roadmap, and Data Visualization Intelligence. [emburse.com](https://www.emburse.com/company/about-emburse) [LinkedIn](https://linkedin.com/company/emburse)

## Competitive Advantages
- **Unified Platform**: Combines travel, expense, AP, and payments on a single AI-powered platform, creating a comprehensive spend management solution.
- **Global Scale**: Available in 180 currencies and used across 200 countries, with deep compliance for international tax and currency rules.
- **Acquisition Strategy**: Built a best-in-class suite by acquiring and integrating multiple market-leading expense management tools (Certify, Chrome River, Nexonia, Tallie, Abacus), creating a broad customer base and deep feature set.
- **AI-First Approach**: Purpose-built AI enforces policy, automates categorization, and provides real-time insights, reducing manual work for finance teams.

## Strategic Focus
- **AI-Powered Automation**: Deepening AI capabilities to drive further automation and intelligence across the entire spend lifecycle.
- **Platform Consolidation**: Continuing to unify the acquired product portfolio into a single seamless experience.
- **Global Expansion**: Growing presence in EMEA, APAC, and other international markets (with offices in Spain, UK, Australia, Canada, India).
- **Enterprise & Mid-Market Penetration**: Targeting CFOs, travel managers, and finance teams at larger organizations seeking strategic spend control.

## Why Work Here
- **Culture**: Emphasizes "smart and caring people" and building a strong community with quarterly outings and office social events. The company's values are focused on impact and innovation.
- **Remote/Hybrid Policy**: Hybrid approach with offices in Dallas, Burlington (MA), and other global hubs. Many roles are remote-friendly, but specific policy varies by location and role.
- **Perks**: Generous 401(k) matching, financial planning services (including legal planning for trusts/wills), and a partnership with eCornell for employee learning and development. Full benefits include retirement planning and professional development budgets for conferences and courses. [emburse.com](https://www.emburse.com/company/careers)
- **Engineering Culture**: Strong engineering presence (19% of workforce in technical roles). Actively hiring for Software Engineer III, Sr Software Engineer, and SDET roles, suggesting a focus on building and scaling the platform.
- **Considerations**: Employee reviews (2.9/5.0 on LinkedIn) indicate mixed sentiment, with lower scores for culture (2.7) and career growth (2.9), but higher for work-life balance (3.5) and compensation (3.1). This may reflect challenges common in post-acquisition integration phases. [LinkedIn](https://linkedin.com/company/emburse)

## Sources
1. [Emburse About Page](https://www.emburse.com/company/about-emburse)
2. [Emburse Careers Page](https://www.emburse.com/company/careers)
3. [LinkedIn Company Page](https://linkedin.com/company/emburse)
4. [Emburse Lever Careers](https://jobs.lever.co/emburse)
5. [Indeed Company Page](https://www.indeed.com/cmp/Emburse)

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- [Enterprise Sales Executive - UK](https://feeny.ai/job/enterprise-sales-executive-uk-emburse-london-fxsbzdhmg5q8) — London, United Kingdom
- [Director of HR Operations](https://feeny.ai/job/director-of-hr-operations-emburse-toronto-nsdngabjr60d) — Toronto, Canada
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- [Sales Development Representative](https://feeny.ai/job/sales-development-representative-emburse-addison-7r6114ghmqdg) — Addison, TX
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