SMB Sales Manager - Outbound Growth & AI Enablement

Emburse; United States; On-site; USD 150,000 - 230,000; Full time

Job summary

Emburse is hiring a Manager, Sales (SMB) to lead and scale our North American new logo sales team for small and mid-sized businesses with 200 to 1,000 employees. You will manage Account Executives who prospect outbound, run short sales cycles, and win over finance leaders across the U.S. and Canada.

This player-coach role requires hands-on selling, coaching, and an outbound-first approach. You’ll own the team’s pipeline, forecast, and performance, while partnering with Revenue Ops, Marketing,

Qualifications

• 3–5 years leading B2B SaaS or fintech sales teams.
• 5+ years quota-carrying sales with consistent attainment.
• MEDDPICC certification and coaching ability.
• Experience selling to CFOs/Controllers/Finance leaders.
• Proven success in short, high-velocity sales cycles.
• Proficient with Salesforce and modern sales tools.
• Willingness to travel for larger deals.
• Strong executive presence and deal-closing skills.

Responsibilities

• Lead SMB Account Executives, focusing on new logo acquisitions.
• Coach reps on qualification, pipeline, and closing using MEDDPICC.
• Own outbound engine, cadence, and forecast accuracy.
• Manage cross-functional partnerships with Rev Ops, Marketing, and Product.
• Sell to CFOs and finance leaders with ROI-focused business cases.
• Travel to customer sites for complex deals.

Skills

Sales leadership

Quota-carrying sales

MEDDPICC

Executive presence

CFO/Controller selling

Full sales cycle

AI in selling

Outbound prospecting

Deal closing

Travel ability

Tools

Salesforce

Salesloft

Outreach

Gong

ZoomInfo

Job description

Emburse is hiring a Manager, Sales (SMB) to lead and scale our North American new logo sales team for small and mid-sized businesses with 200 to 1,000 employees. You will manage Account Executives who prospect outbound, run short sales cycles, and win over finance leaders across the U.S. and Canada.

This player-coach role requires hands-on selling, coaching, and an outbound-first approach. You’ll own the team’s pipeline, forecast, and performance, while partnering with Revenue Ops, Marketing,