Who We Are:
At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, we are creating a future where technology drives business value and inspires extraordinary results. Our AI-powered platform helps organizations modernize financial operations, increase visibility, and optimize spend across the enterprise.
Lead Account Executives will focus on finding and closing deals with companies over 500+ employees in size. Through a defined sales process and partnership with key sales leaders, they will strive to meet and exceed quarterly and annual sales goals.
What you will do :Responsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closingArticulate the company's service, benefits, and processes to potential clients through all outlets (phone, email, online meetings, and in-person)Develop a strong understanding of the territory, competitive offerings, and marketplace. Responsible for developing and executing a strategic territory planCreate and execute sales strategies to grow revenues within the customer base as well as through new customer acquisitionDevelop influential relationships and sales leads through partner/channel and other open networking effortsEffectively demonstrate Emburse SaaS solutions with strong presentation skillsEffectively lead sales opportunities throughout the entire sales processCollaborate with sales management on sales opportunities and obstaclesPromote partner sales development efforts by meeting and communicating with Channel Partners regularlyParticipate in company-organized sales and marketing events as requiredSME in Expense ManagementWork both inbound and outbound leads to generate a robust pipeline of large-size businessesPresent Emburse's solutions via web presentation to potential clientsLearn and develop new, creative sales techniques and strategiesPosition yourself to understand the AP, Expense and Business needs of a Mid Market/Enterprise level business as assignedMeet or exceed monthly sales targets according to sales planMaintain an adequate number of new prospect meetings and continuously building pipeline to exceed quarterly and annual business objectivesParticipate in weekly sales meetings and articulate market feedback to managementAssess market opportunities and develop territory plan to meet revenue objectivesRange of $750K-$1.3M Yearly QuotaWhat we are looking for :Education:Preferred: Undergraduate College Degree, equivalent years of relevant experience may substitute
Experience:Required:
Minimum of 8-10 years of experience selling financial SaaS solutions to companies with a minimum of 500 employees; preference for experience in selling to companies with 1000-5000+ employeesProven track record of closing six-figure ARR license dealsPreferred:Proven track record of consistently finishing above annual quotaKnowledge of travel and expense and/or AP/Payments management industry highly preferredExperience selling to finance personas Preferred: Experience with MEDDPICC, Challenger Sale
Certifications:Required: None
Additional Eligibility QualificationsRequired:
Strong prospecting skillsAbility to set, manage and document agreed outcomes of successful meetingsKeen curiosity about businesses, how they work and specifically AP/Finance/Expense operationsStrong presentation skillsExcellent communication skills, including one on one, small virtual setting and in front of a larger groupAbility to analyze processes to determine the best solution fitTechnology skills and the proven ability to use email, Zoom, SFDC, other sales tools as needed to increase sales efficiencyComfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for EmburseAbility to work with internal and external partners to a mutually agreed outcomCommunicationAttention to DetailTime ManagementEmotional IntelligenceActive ListeningSales Execution ResourcefulnessDiscover Issues, Needs and Pain PointsQuantify and Articulate ValueOvercome Objections Prospecting (research and outreach)Solution DevelopmentEstablish Executive Sponsorship NegotiationUpselling and cross-sellingData AnalysisRelationship BuildingWhy Emburse?
Finance is changing—and at Emburse, we’re leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimize spend—so they can focus on what’s next, not what’s slowing them down.
• A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize
their finance operations.
• A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI to solve real-
world challenges.
• A Culture That Empowers – Competitive pay, flexible work, and an inclusive, collaborative environment that
supports your success.
• A Career That Matters – Your work here drives efficiency, innovation, and smarter financial decision-making
for businesses everywhere.
Shape your future & find what’s next at Emburse.
Emburse provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Emburse complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment.
