Senior Account Executive, SMB and SMB Velocity

• 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

Required:

• 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)

Preferred:

• 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

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

Why Emburse

• 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