Senior Account Executive, SMB and SMB Velocity
About Emburse
At Emburse, we help organizations take control of their spend—from travel and expense to invoice automation, payments, and corporate cards. Our platform empowers finance teams to operate with greater visibility, efficiency, and confidence.
With a global customer base and a modern, integrated suite of solutions, Emburse is redefining how businesses manage and optimize spend.
Role Overview
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.
This position carries an annual quota of $350k - $550k and aligns to our go-to-market motion.
What You’ll Do
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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
What We’re Looking For
Required:
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 (insert segment-relevant company size)
Preferred:
Experience selling Expense, AP/Invoice Automation, Payments, or Card solutions
Strong track record of consistently exceeding quota
Experience selling to finance personas (CFO, Controller, Head of AP, Finance Ops)
Familiarity with MEDDPICC, Challenger, or similar methodologies, ROI Based value selling
Core Competencies
Sales Execution
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Prospecting and pipeline generation
Discovery and needs analysis
Value-based selling and ROI articulation
Objection handling and competitive positioning
Negotiation and closing
Business & Financial Acumen
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Understanding of finance operations, including AP, expense, and payments workflows
Ability to diagnose inefficiencies and align Emburse solutions to measurable outcomes
Communication & Influence
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Strong executive presence and presentation skills
Ability to challenge and guide customers toward better business decisions
Excellent written and verbal communication
Operational Discipline
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Strong CRM hygiene and forecasting accuracy
Effective time and territory management
Detail-oriented with clear follow-through
Collaboration & Drive
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Team-oriented mindset with cross-functional collaboration
Resourceful, proactive, and results-driven
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Why Emburse
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Sell a comprehensive, integrated platform across Travel, Expense, AP, Payments, and Cards
Engage with high-impact finance leaders solving mission-critical problems
Be part of a high-growth environment with strong leadership and clear GTM strategy
Competitive compensation, benefits, and career growth opportunities