Senior Director, Mid‑Market Sales - CFO Solutions Leader

K1 Investment Management, LLC; Central (LA); On-site; USD 180,000 - 260,000; Full time

Job summary

Emburse is seeking a Senior Director of Mid-Market Sales to lead and scale new-logo acquisition across North America, focused on companies with 1,000–3,500 employees. You will head a team of Account Executives, manage multi-stakeholder deals, and drive a repeatable, high-performing sales motion.

This leadership role requires building structure, coaching on deal strategy, pipeline health, forecast discipline, and executive engagement with CFOs and senior finance leaders.

Qualifications

• 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 long sales cycles and multi-stakeholder deals.
• Strong coaching capability 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.

Responsibilities

• 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 grows.
• 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 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.
• 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.
• 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.

Skills

Sales leadership

Enterprise sales

Forecasting & pipeline

Coaching

CRM: Salesforce

Office of the CFO

Fast-paced environment

Tools

Salesforce CRM

Job description

Emburse is seeking a Senior Director of Mid-Market Sales to lead and scale new-logo acquisition across North America, focused on companies with 1,000–3,500 employees. You will head a team of Account Executives, manage multi-stakeholder deals, and drive a repeatable, high-performing sales motion.

This leadership role requires building structure, coaching on deal strategy, pipeline health, forecast discipline, and executive engagement with CFOs and senior finance leaders.