Senior Lead Account Executive, Enterprise

Who We Are:

At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, we are creating a future where technology drives business value and inspires extraordinary results. 

Account Executives will focus on finding and closing deals with companies over 500+ employees in size.  Through a defined sales process and partnership with key sales leaders, Account Executives and Senior Lead Account Executives will strive to meet and exceed quarterly and annual sales goals
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What You Will Do
Responsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closing 

Articulate the company's service, benefits, and processes to potential clients through all outlets (phone, email, online meetings, and in-person) 

Develop a strong understanding of the territory, competitive offerings, and marketplace.  Responsible for developing and executing a strategic territory plan 

Create and execute sales strategies to grow revenues within the customer base as well as through new customer acquisition 

Develop influential relationships and sales leads through partner/channel and other open networking efforts 

Effectively demonstrate Emburse SaaS solutions with strong presentation skills 

Effectively lead sales opportunities throughout the entire sales process 

Collaborate with sales management on sales opportunities and obstacles 

Promote partner sales development efforts by meeting and communicating with Channel Partners regularly 

Participate in company-organized sales and marketing events as required 

SME in Expense Management 

Work both inbound and outbound leads to generate a robust pipeline of large-size businesses

Present Emburse's solutions via web presentation to potential clients 

Learn and develop new, creative sales techniques and strategies 

Position yourself to understand the AP, Expense and Business needs of a Mid Market/Enterprise level business as assigned 

Meet or exceed monthly sales targets according to sales plan 

Maintain an adequate number of new prospect meetings and continuously building pipeline to exceed quarterly and annual business objectives 

Participate in weekly sales meetings and articulate market feedback to management 

Assess market opportunities and develop territory plan to meet revenue objectives 

What You Will Bring
Minimum of 8-10 years of experience selling financial SaaS solutions to companies with a minimum of 500 employees; preference for experience in selling  to companies with 1000-5000+ employees 

Proven track record of closing six-figure ARR license deals 

Preferred: Proven track record of consistently finishing above annual quota 

Preferred: Knowledge of travel and expense and/or AP/Payments/payroll/HCM industry highly preferred 

Preferred: Experience selling to finance personas Preferred: Experience with MEDDPICC, Challenger Sale 

Preferred: Undergraduate College Degree, equivalent years of relevant experience may substitute 

Additional Eligibility Qualifications
Strong prospecting skills 

Ability to set, manage and document agreed outcomes of successful meetings 

Keen curiosity about businesses, how they work and specifically AP/Finance/Expense operations 

Strong presentation skills 

Excellent communication skills, including one on one, small virtual setting and in front of a larger group 

Ability to analyze processes to determine the best solution fit 

Technology skills and the proven ability to use email, Zoom, SFDC, other sales tools as needed to increase sales efficiency 

Comfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for Emburse 

Ability to work with internal and external partners to a mutually agreed outcome

Communication 

Attention to Detail 

Time Management 

Emotional Intelligence 

Active Listening 

Sales Execution Resourcefulness 

Discover Issues, Needs and Pain Points 

Quantify and Articulate Value 

Overcome Objections  

Prospecting (research and outreach) 

Solution Development 

Establish Executive Sponsorship  

Negotiation 

Upselling and cross-selling 

Data Analysis 

Relationship Building

\nWhy Emburse? Finance is changing—and at Emburse, we’re leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimize spend—so they can focus on what’s next, not what’s slowing them down. • A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize  their finance operations. • A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI to solve real-  world challenges. • A Culture That Empowers – Competitive pay, flexible work, and an inclusive, collaborative environment that  supports your success. • A Career That Matters – Your work here drives efficiency, innovation, and smarter financial decision-making  for businesses everywhere.  Shape your future & find what’s next at Emburse.  Emburse provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics.

In addition to federal law requirements, Emburse complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment.

Why Emburse?

Finance is changing—and at Emburse, we’re leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimize spend—so they can focus on what’s next, not what’s slowing them down.

• A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize

 their finance operations.

• A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI to solve real-

 world challenges.

• A Culture That Empowers – Competitive pay, flexible work, and an inclusive, collaborative environment that

 supports your success.

• A Career That Matters – Your work here drives efficiency, innovation, and smarter financial decision-making

 for businesses everywhere. 

Shape your future & find what’s next at Emburse. 

Emburse provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Emburse complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment.