Manager, Sales - SMB

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 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 is a player-coach role. You will be on live calls, co-sell critical demos, and coach reps on qualification, pipeline, and closing. You own the team's outbound engine, pipeline discipline, and forecast accuracy, and you are measured on what your team produces.
What You Will Do
Lead and develop the team

• Manage, coach, and develop a team of SMB Account Executives focused on new logo acquisition.
• Run weekly 1:1s, call reviews, and skills sessions that build deal control, executive presence, and closing ability.
• Partner with People Operations to recruit, onboard, and ramp new AEs quickly.
• Build a culture of accountability, daily execution, and continuous development.

Run the full sales cycle with an outbound focus

• Set and enforce a daily and weekly operating cadence for outbound prospecting, speed to lead, and pipeline progression.
• Coach reps on multithreaded prospecting, discovery, and qualification using MEDDPICC.
• Coach reps on Challenger-style insight selling that reframes how finance leaders think about spend, controls, and efficiency.
• Inspect pipeline weekly, remove stalled deals, and deliver accurate weekly and monthly forecasts.
• Run deal clinics on objection handling, procurement and contracting, and one- or two-call closes.

Sell to and coach for financial decision makers

• Prepare the team to engage CFOs, Controllers, and Directors of Finance with confidence and a clear business case.
• Coach reps to articulate ROI and the value of Emburse's AI-powered automation across travel, expense, and accounts payable.
• Lead senior stakeholder conversations yourself and co-sell with reps on high-value meetings.
• Travel to customer sites and prospect locations to lead or support larger, more complex deals.

Use AI and modern sales tools to drive productivity

• Set the standard for AI tool adoption across the team, including conversational intelligence, outreach, CRM, and meeting prep tools.
• Use CRM and call data to diagnose performance gaps and coach to them.
• Build repeatable AI-assisted workflows for prospecting, account research, call preparation, and follow-up.

Engage cross-functional leaders (core responsibility)

• Engage Revenue Operations on pipeline data, forecasting, sales tooling, and process changes.
• Engage Sales Development leadership on lead routing, qualification criteria, SDR-to-AE handoffs, and outbound targeting.
• Engage Product and Product Marketing leaders on competitive insights, messaging, AI feature positioning, and customer feedback from the field.
• Work with Marketing on inbound routing and campaign feedback loops.
• Align with Solutions Consulting, Implementation, and Customer Success for clean handoffs and fast time to value.

What You Bring

• 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 record of attainment in a transactional or high-velocity environment.
• MEDDPICC certification, with hands-on ability to coach reps through each element 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 per month.
• Working command of the full sales cycle, from prospecting and discovery through negotiation and close.
• Strong command of activity and velocity metrics: call volume, connect rate, demo completion, stage conversion, and cycle length.
• Hands-on experience with Salesforce and modern sales technology such as Salesloft or Outreach, Gong, and ZoomInfo.
• Ability and willingness to travel as needed for larger, more complex deals.
• Experience working effectively with Revenue Operations, Sales Development, and Product or Product Marketing leaders to improve sales results.
• AI fluency: You use generative AI, conversational intelligence, or CRM copilot tools in your own selling and management work, and you have trained a team to use them. You can point to a measurable result, such as higher activity per rep, faster cycle times, or better pipeline quality.

Preferred

• Challenger certification.