Manager, SMB Sales: Lead Outbound Growth & New Logos

Emburse; Dallas (TX); On-site; USD 120,000 - 180,000; Full time

Job summary

Emburse, a leader in AI-powered expense automation, seeks a Manager, Sales (SMB) to lead our North American SMB new logo team. You will manage Account Executives targeting small and mid-size businesses across the U.S.

and Canada, coaching outbound prospecting, running short cycles, and closing with finance leaders. This player-coach role emphasizes building outbound discipline, MEDDPICC qualification, and executive-level storytelling to demonstrate ROI.

Qualifications

• 3 to 5 years of experience as a sales leader managing B2B SaaS or fintech Account Executives.
• 5+ years of quota‑carrying sales experience with a consistent attainment record.
• MEDDPICC certification with hands‑on coaching ability on live deals.
• Executive presence and experience selling to CFOs, Controllers, or Accounting Managers.
• Proven success running teams on short sales cycles (30 to 60 days) with multiple closes.
• Full sales cycle experience from prospecting to negotiation and close.
• Strong metrics discipline: activity, velocity, pipeline, and cycle length.
• Hands‑on with Salesforce and modern sales tools (Salesloft, Outreach, Gong, ZoomInfo).
• Willingness to travel for larger, more complex deals.

Responsibilities

• Lead and develop a team of SMB Account Executives focused on new logo acquisition.
• Run weekly 1:1s, call reviews, and skills sessions to improve deal control and closing.
• Co‑sell critical demos and coach reps on qualification and pipeline management.
• Set outbound cadence, coach multithreaded prospecting, and drive forecast accuracy.
• Engage CFOs/Finance leaders with ROI storytelling and AI‑powered value.
• Travel to customer sites and large prospect locations as needed.

Skills

Sales leadership

B2B SaaS

MEDDPICC

Executive selling

Short sales cycles

Tools

Salesforce

Salesloft

Outreach

Gong

ZoomInfo

Job description

Emburse, a leader in AI-powered expense automation, seeks a Manager, Sales (SMB) to lead our North American SMB new logo team. You will manage Account Executives targeting small and mid-size businesses across the U.S.

and Canada, coaching outbound prospecting, running short cycles, and closing with finance leaders. This player-coach role emphasizes building outbound discipline, MEDDPICC qualification, and executive-level storytelling to demonstrate ROI.