Senior Account Executive, SMB and SMB Velocity

About Emburse

At Emburse, we help organizations take control of their spend—from travel and expense to invoice automation, payments, and corporate cards. Our platform empowers finance teams to operate with greater visibility, efficiency, and confidence.

With a global customer base and a modern, integrated suite of solutions, Emburse is redefining how businesses manage and optimize spend.

Role Overview

As an Account Executive at Emburse, you will be responsible for driving new business growth by engaging and closing opportunities within organizations of 30 - 1000.

You’ll operate within a defined territory, leveraging a structured sales process and partnering cross-functionally to deliver value-driven outcomes for finance leaders. This role requires a strong balance of pipeline generation, deal execution, and strategic account engagement.

This position carries an annual quota of $350k - $550k and aligns to our go-to-market motion.

What You’ll Do

• 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

What We’re Looking For

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

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