Senior Account Executive, Emburse

• 5–7+ years of experience selling SaaS solutions, ideally in financial or spend management software
• Proven track record of closing five- and six-figure ARR deals
• Experience selling into organizations of 30 - 1000 individuals (SMB is target)
• Prospecting and pipeline generation
• Discovery and needs analysis
• Value-based selling and ROI articulation
• Objection handling and competitive positioning
• Negotiation and closing
• Understanding of finance operations, including AP, expense, and payments workflows
• Ability to diagnose inefficiencies and align Emburse solutions to measurable outcomes
• Strong executive presence and presentation skills
• Ability to challenge and guide customers toward better business decisions
• Excellent written and verbal communication
• Strong CRM hygiene and forecasting accuracy
• Effective time and territory management
• Detail-oriented with clear follow-through
• Team-oriented mindset with cross-functional collaboration
• Resourceful, proactive, and results-driven

Desirable

• As an Account Executive at Emburse, you will be responsible for driving new business growth by engaging and closing opportunities within organizations of 30 - 1000
• You’ll operate within a defined territory, leveraging a structured sales process and partnering cross-functionally to deliver value-driven outcomes for finance leaders. This role requires a strong balance of pipeline generation, deal execution, and strategic account engagement
• Own the full sales cycle from prospecting through close across Emburse’s full suite:
• Travel & Expense Management
• AP / Invoice Automation
• Payments / Corporate Cards
• Build and maintain a healthy pipeline through a mix of inbound and outbound efforts
• Develop and execute a territory strategy to drive consistent revenue growth
• Lead discovery conversations to understand customer pain points across finance, AP, and expense workflows
• Position Emburse’s platform by clearly articulating business value and ROI
• Deliver tailored product demonstrations to finance stakeholders and executive buyers
• Navigate complex sales cycles by building multi-threaded relationships, including CFOs, Controllers, and AP leaders
• Partner with internal teams (Sales Engineering, Marketing, Customer Success, Channel) to advance and close opportunities
• Collaborate with channel and integration partners to source and accelerate deals
• Maintain accurate pipeline visibility and forecasting in Salesforce (SFDC)
• Consistently meet or exceed monthly, quarterly, and annual targets
• Provide feedback on market trends, competitive positioning, and product insights