Emburse - Senior Lead Account Executive
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Requirements
• 8–10+ years of experience selling SaaS solutions into enterprise organizations (3,500+ employees) • Proven success closing six-figure+ ARR deals in complex sales environments • Strong experience selling into Finance, AP, Payments, or Expense management functions • Demonstrated ability to build pipeline through strategic prospecting and outbound efforts • Track record of meeting or exceeding quota • Experience selling into global or highly matrixed organizations • Familiarity with MEDDPICC, Challenger Sale, or similar methodologies • Domain expertise in Travel & Expense, AP Automation, or Payments • Vertical experience in Life Sciences, Manufacturing, Financial or Technology sectors • A strategic seller who knows how to navigate and win in complex enterprise environments • Naturally curious about how businesses operate, especially within Finance and AP functions • Skilled at uncovering customer challenges and translating them into compelling solutions • Confident engaging and influencing executive stakeholders • A strong communicator—equally effective in 1:1 conversations and large presentations • Comfortable pushing back and negotiating to drive the best outcomes • Highly organized with strong attention to detail and time management • Data-driven in your approach to pipeline and performance • Proficient in leveraging sales tools (e.g., Salesforce, Zoom, LI Sales Navigator, Gong, etc.) to drive efficient, scalable sales processes • Collaborative, resourceful, and motivated to win as part of a team
Responsibilities
• Own the full sales cycle, from prospecting to close, within enterprise organizations (3,500+ employees) • Build and execute a strategic territory plan to generate pipeline and exceed revenue targets • Engage senior stakeholders, including CFOs and Finance leaders, to understand business priorities and challenges • Lead complex, multi-threaded sales processes with large buying committees • Run thoughtful discovery to uncover pain points and align solutions to measurable business outcomes • Clearly articulate value and ROI to drive urgency and executive buy-in • Establish and grow executive sponsorship within key accounts • Negotiate contracts and pricing to create strong, mutually beneficial outcomes • Partner cross-functionally with Sales Engineering, Customer Success, and Marketing to advance deals • Maintain accurate pipeline management, forecasting, and CRM hygiene
Benefits
• 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.
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