Sales Manager – SMB

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤑 Sales

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 13%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Emburse

WebsiteLinkedInAll Job Openings

501 - 1000 employees

💼 Consulting

📦 Logistics

✈️ Travel

💰 Private Equity Round on 2019-07

Consulting • Logistics • Travel

Emburse is a company that provides innovative solutions for travel and expense management. It focuses on offering businesses forward-thinking technology to manage and streamline their expense and travel management processes efficiently. Emburse's diverse set of software solutions includes travel management, invoice and payments automation, and insights analytics. Known for its mobile-friendly and customizable applications, Emburse aims to help businesses optimize their financial processes and enhance data-driven decision-making. The company's commitment to security and data processing requirements ensures that user information remains protected. With a recognition in the industry for its advanced technology, Emburse empowers finance teams to lead their organizations through data-driven advancements.

📋 Description

• 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

• 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

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

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