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Emburse

Sales Manager – SMB

Emburse

. Lead and scale the North American new logo sales team for small and mid-sized businesses with 200 to 1,000 employees .

Posted 11/9/2026full-timeRemote • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit
Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in leading and scaling sales teams focused on new logo acquisition within the B2B SaaS or fintech sectors. Proficient in coaching sales representatives on multithreaded prospecting, MEDDPICC methodologies, and leveraging AI tools for enhanced sales performance.

Highest-signal resume keywords
B2B SaaS Sales LeadershipMEDDPICC CertificationSalesforce ProficiencyAI Fluency in SalesExecutive Presence

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills
Quota AttainmentSales Cycle ManagementPipeline ForecastingObjection HandlingAccount Research
Soft Skills
CoachingTeam DevelopmentCommunicationAccountabilityCollaboration
Tools & Technologies
SalesforceSalesloftOutreachGongZoomInfo
Certifications & Qualifications
MEDDPICC CertificationChallenger Certification
Industry Keywords
New Logo AcquisitionSmall and Mid-Sized BusinessesHigh-Velocity SalesCFO EngagementAI-Powered Automation

About the role

Key responsibilities & impact
  • Lead and scale the North American new logo sales team for small and mid-sized businesses with 200 to 1,000 employees
  • Manage, coach, and develop SMB Account Executives focused on new logo acquisition
  • Run weekly 1:1s, call reviews, and skills sessions
  • Recruit, onboard, and ramp new Account Executives with People Operations
  • Build a culture of accountability, daily execution, and continuous development
  • Set and enforce outbound prospecting, speed-to-lead, and pipeline progression cadence
  • Coach reps on multithreaded prospecting, discovery, qualification using MEDDPICC, and Challenger-style insight selling
  • Inspect pipeline, remove stalled deals, and deliver accurate weekly and monthly forecasts
  • Run deal clinics covering objection handling, procurement, contracting, and one- or two-call closes
  • Prepare the team to engage CFOs, Controllers, and Directors of Finance
  • Coach reps to articulate ROI and Emburse’s AI-powered automation across travel, expense, and accounts payable
  • Lead senior stakeholder conversations and co-sell on high-value meetings
  • Travel to customer sites and prospect locations for larger, complex deals
  • Drive AI tool adoption, including conversational intelligence, outreach, CRM, and meeting preparation tools
  • Use CRM and call data to diagnose performance gaps and coach the team
  • Build AI-assisted workflows for prospecting, account research, call preparation, and follow-up
  • Collaborate with Revenue Operations, Sales Development, Product, Product Marketing, Marketing, Solutions Consulting, Implementation, and Customer Success

Requirements

What you’ll need
  • 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: use of generative AI, conversational intelligence, or CRM copilot tools in selling and management, with experience training a team and demonstrating a measurable result
  • Preferred: Challenger certification

Benefits

Comp & perks
  • Competitive pay
  • Flexible work
  • Inclusive, collaborative environment
  • Equal employment opportunities