emburse - Account Executive - Midmarket (remote US)
Requirements
• A True Hunter: You appreciate a strong pipeline engine behind you, but you never depend on it.Building your own momentum is instinct, not obligation.• Financially Fluent: You speak the language of finance leaders, risk, compliance, margin, andworking capital, and use it to reframe how prospects think about spend.• An Overachiever: Hitting your number is the floor, not the goal. Your track record shows a patternof exceeding targets, not just meeting them.• Resilient and Resourceful: You thrive in fast-paced, PE-backed environments where speed,execution, and adaptability win the day.• A Skilled Negotiator: You comfortably push back to protect contract value while securing win-winoutcomes.
Responsibilities
• Own the full sales cycle, from first conversation through negotiation and close, landing net-newmid-market logos. • Convert pipeline into revenue. Work the opportunities our marketing and SDR engine delivers (upto 75% of your pipeline) while self-sourcing the remaining 25% through targeted, strategicoutbound. • Develop and execute a territory plan that prioritizes the right accounts, buying committees, andtiming, partnering with SDRs and channel partners while driving your own pipeline creation. • Engage credibly with C-level executives and their direct reports, leading consultative conversationsand product demonstrations tailored to CFOs, VPs of Finance, and AP operations leaders. • Quantify business value. Analyze complex AP and expense workflows, build ROI cases grounded inrisk, compliance, and margin, and defend them in front of senior finance leaders. • Map complex buying committees, establish executive sponsorship, and navigate toughnegotiations to drive high-margin outcomes. • Maintain accurate Salesforce forecasting and CRM hygiene, and provide real-time market feedbackto sales leadership. • 3+ years of full-cycle B2B SaaS sales experience in mid-market or commercial segments, ideally infinancial software or FinTech.• A proven track record of overachieving quota and consistently closing 5-figure and 6-figure ARRdeals, with new logos, not renewals, at the center of your results.• Strong business and financial acumen. You can dissect AP and expense workflows, debate ROI,working capital, and operating efficiency, and hold your own with a CFO.• Executive presence. Demonstrated ability to engage C-level executives and their direct reports,earn trust quickly, and drive multi-threaded deals.• Mastery of self-sourced outbound prospecting alongside SDR and inbound support, you know howto build pipeline momentum on your own.• Technical fluency with Salesforce, Outreach, Gong, and modern sales tech stacks and experience using AI as part of your sales motion.
Benefits
• Real pipeline support: Up to 75% of your pipeline is generated for you. Your time goes into closing,not just hunting for at-bats.• Product-market fit: An AI-native platform solving a universal finance problem, with a valueproposition CFOs immediately understand.• A high-performance team: You will be surrounded by people who hold the same bar you do, andled by a hiring manager who is directly invested in your success.• Direct impact: Net new logo acquisition is the growth engine of the business. Your wins are visible,valued, and rewarded. • 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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