Account Executive, Enterprise

About Emburse
Emburse is a leader in travel and expense solutions, building technology that drives business value and delivers extraordinary results.

Responsibilities

• Responsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closing.
• Articulate Emburse’s service, benefits, and processes to potential clients through phone, email, online meetings, and in‑person conversations.
• Develop a strong understanding of the territory, competitive offerings, and marketplace; create and execute a strategic territory plan.
• Create and execute sales strategies to grow revenues within the existing customer base and through new customer acquisition.
• Develop influential relationships and sales leads through partner/channel and other open networking efforts.
• Effectively demonstrate Emburse SaaS solutions with strong presentation skills.
• Lead sales opportunities throughout the entire sales process.
• Collaborate with sales management on sales opportunities and obstacles.
• Promote partner sales development efforts by regular communication with Channel Partners.
• Participate in company‑organized sales and marketing events as required.
• Leverage expertise in Expense Management.
• Work both inbound and outbound leads to generate a robust pipeline of large‑size businesses.
• Present Emburse’s solutions via web presentations to potential clients.
• Learn and develop new, creative sales techniques and strategies.
• Understand the AP, Expense and Business needs of a Mid‑Market/Enterprise level business.
• Meet or exceed monthly sales targets according to the sales plan.
• Maintain an adequate number of new prospect meetings and continuously build pipeline to exceed quarterly and annual objectives.
• Participate in weekly sales meetings and articulate market feedback to management.
• Assess market opportunities and develop territory plans to meet revenue objectives.
• Quarterly and annual quota: $750K‑$1.3M.

Qualifications

• Minimum 8–10 years of experience selling financial SaaS solutions to companies with a minimum of 500 employees; preference for experience with 1,000–5,000+ employee organizations.
• Proven track record of closing six‑figure ARR license deals and consistently finishing above annual quota.
• Strong prospecting skills.
• Excellent communication skills, including one‑on‑one, small virtual settings, and large group presentations.
• Knowledge of travel, expense, AP/Payments management industry highly preferred.
• Experience selling to finance personas, with familiarity in MEDDPICC and Challenger Sale frameworks.
• Strong presentation skills and ability to analyze processes to determine solution fit.
• Proficiency with sales tools such as email, Zoom, Salesforce, and other efficiency tools.
• Ability to negotiate and push back to drive better deals for Emburse.
• Team‑oriented with the ability to work with internal and external partners to achieve mutually agreed outcomes.
• High attention to detail, time management, and emotional intelligence.
• Self‑starter with a proactive approach to identifying and overcoming objections.
• Valid experience in a similar senior sales role within the fintech or SaaS space.
• Active listening and relationship‑building skills.
• Strong sales execution resourcefulness.
• Negotiation and upselling skills.
• Data analysis aptitude.
• Experience with channel partner development.
• Additional eligibility qualifications may include: understanding of AP/Finance/Expense operations, and proven ability to adapt to dynamic sales environments.

Benefits

• AI‑powered solutions that help organizations eliminate inefficiencies and optimize spend.
• Competitive pay and flexible work arrangements.
• Collaborative, inclusive culture focused on innovation and impact.
• Opportunities to work with leading minds in finance, tech, and AI.

EEO Statement
Emburse provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. Emburse complies with applicable state and local nondiscrimination laws. We may use AI tools to support parts of the hiring process. Final hiring decisions are made by humans. For more information about data processing, please contact us.