Emburse - Account Executive, SMB

• Drive the full sales lifecycle: Manage end-to-end deal execution—from prospecting and high-impact discovery calls to solution demos, value negotiation, and closing. • Build and command a robust pipeline: Combine inbound qualified leads with disciplined outbound multi-channel prospecting (phone, email, video, and social) to exceed pipeline coverage targets. • Deliver high-impact product demonstrations: Showcase Emburse’s SaaS platform through compelling virtual presentations tailored to finance leaders, controllers, and CFOs. • Serve as a trusted industry advisor: Master the mechanics of Accounts Payable (AP) and expense workflows to diagnose operational friction and position Emburse as a vital ROI driver. • Expand through strategic channels: Cultivate referral networks and partner/channel alliances to generate high-conversion deal opportunities. • Execute territory business plans: Map market opportunities, prioritize high-yield accounts, and collaborate with sales leadership to accelerate deal velocity. • Champion market insights: Represent Emburse at industry events, gather competitive feedback from the front lines, and share deal strategies in weekly pipeline reviews. • Elevate the sales floor: Act as a team culture carrier by mentoring incoming sales executives and sharing winning tactics across the floor. • 1–3+ years of B2B sales experience with a proven background in prospecting, qualifying, and closing (SaaS, fintech, or cloud solution experience strongly preferred). • Demonstrated quota achievement: A track record of hitting or exceeding performance benchmarks and building pipeline from scratch. • Business and financial acumen: Curiosity about how corporate finance functions operate, particularly AP, expense automation, and operational cost controls. • Commanding communication skills: Polished presentation ability whether leading a 1:1 discovery call or pitching a buying committee over Zoom. • Value-driven negotiation ability: Confidence in guiding commercial discussions, overcoming objections, and defending software value to secure win-win agreements. • Tech agility: Proficiency navigating a modern revenue tech stack, including Salesforce (SFDC), Zoom, and digital sales tools. • Education: Bachelor’s degree preferred, or equivalent relevant practical experience (High School Diploma or GED required). • AI-enabled sales proficiency: Experience with leveraging generative AI tools (e.g., meeting intelligence, account research, hyper-personalized outreach, or pipeline forecasting) to streamline workflows and boost selling efficiency.