Senior Director, Global Sales Development

About the position

The Business Development team within Emburse serves as a crucial part of the overall Sales organization in building both sales pipeline and nurturing our next group of rising sales stars. On the Business Development team, you will have the opportunity to learn the FinTech software space from the ground up and work alongside our world class Sales team to cultivate new sales opportunities.

Responsibilities

• Drive the continuous evolution of the Business Development function by defining and executing a bold, forward-thinking global strategy.
• Oversee the alignment of business development goals, forecasting, and headcount planning across functional and regional teams to ensure seamless execution and growth.
• Provide visionary leadership to a diverse, globally distributed business development organization, mentoring leaders and fostering high-performing teams.
• Direct and empower a global team of Growth, Corporate, and Enterprise Business Development Managers and Representatives, ensuring consistent execution in a remote-first environment.
• Approve and refine global strategies, processes, and tactics to drive sustained excellence and operational efficiency across regions.
• Ensure teams consistently exceed objectives in sourcing and qualifying high-value opportunities for Account Executive teams, enabling robust revenue pipelines.
• Establish and maintain clear, actionable KPIs on daily, weekly, and monthly timelines, continuously monitoring and optimizing performance.
• Analyze and report key outcomes and insights directly to the VP of Business Development, contributing to executive-level strategy.
• Build and sustain a vibrant, inclusive, and performance-oriented global sales development culture that inspires collaboration and innovation.
• Collaborate with Marketing and Sales leadership to ensure equitable lead distribution and optimize global performance.
• Partner with customer-facing and go-to-market teams, ensuring cohesive enablement strategies and the delivery of exceptional resources to the business development organization.

Requirements

• College degree preferred.
• At least 9+ years of experience leading multiple Business Development teams, including direct management of business development representatives in a B2B capacity.
• Proven success selling in a high growth SaaS environment.
• Proven success building and optimizing processes across marketing and sales technology stacks.
• Experience working with Outreach, LI Sales Navigator, Discover.org/ZoomInfo, and Salesforce.com.

Nice-to-haves

• Knowledge of the FinTech space.
• Passion for sales development and developing high performing teams.
• Experience creating, managing or influencing a sales function.
• Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively in a fast-paced, complex, and collaborative environment.