Emburse - Senior Account Executive, SMB and SMB Velocity
Requirements
• 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 30 - 1000 individuals (SMB is target) • 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 • 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 • Understanding of finance operations, including AP, expense, and payments workflows • Ability to diagnose inefficiencies and align Emburse solutions to measurable outcomes • Communication & Influence • Strong executive presence and presentation skills • Ability to challenge and guide customers toward better business decisions • Excellent written and verbal communication • Operational Discipline • Strong CRM hygiene and forecasting accuracy • Effective time and territory management • Detail-oriented with clear follow-through • Collaboration & Drive • Team-oriented mindset with cross-functional collaboration • Resourceful, proactive, and results-driven
Responsibilities
• 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
Benefits
• 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
Apply in one click
Upload My Resume
Drop here or click to browse · Tap to choose · PDF, DOCX, DOC, RTF, TXT