Logo for Emburse

Account Executive - Velocity

Emburse

Role overview

Qualifications

  • 3+ years of full-cycle B2B SaaS closing experience, ideally selling financial tech
  • Consistent history of meeting or exceeding quota in a velocity/SMB/Mid-Market environment
  • Comfort and credibility selling directly to finance and operational decision-makers
  • Applied understanding of consultative sales frameworks such as MEDDPICC or The Challenger Sale

Responsibilities

  • Drive Full-Cycle Sales: Own opportunities end-to-end
  • Modern Prospecting & Pipeline Generation: Build and maintain an active pipeline
  • Deliver Compelling Demos: Conduct consultative, high-impact virtual product demonstrations
  • Territory & Account Strategy: Design and execute a clear territory plan

Key facts

Hard skills

Other skills

  • Negotiation
  • Active Listening
  • Collaboration
  • Forecasting

About the company

Emburse logo

Emburse

Fintech & Payments

Emburse humanizes work by empowering business travelers, finance professionals and CFOs to eliminate manual, time-consuming tasks so they can focus on what matters most. Emburse brings together some of the world’s most powerful and trusted expense and AP automation solutions, including Abacus, Captio, Certify, Chrome River, Nexonia and Tallie. The company’s innovative offerings, which are uniquely tailored for specific industries, company sizes, and geographies, are trusted by more than 4.5 million users in more than 120 countries. Over 14,000 customers, from start-ups to global enterprises, including Boot Barn, Grant Thornton, Telefónica, Lufthansa Systems, and Toyota rely on Emburse to make faster, smarter decisions, empower business travelers to recapture lost nights and weekends spent doing tedious expense management, and help make users’ lives -- and their businesses -- better. For more information on Emburse, visit emburse.com, call 877-EMBURSE, or follow the organization’s social channels at @emburse.

Company details

Company typeScaleup
IndustryFintech & Payments
Company size501 - 1000

Links

Website LinkedIn See all jobs

Your match analysis

See how your profile stacks up against this role.

We compared the job requirements to your profile to show where you're strong and where you fall short.

Job description

Who We Are:   At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in expense intelligence, 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.

As an Account Executive – Velocity, you will drive full-cycle sales targeting high-growth organizations with fewer than 200 employees. In this fast-paced, high-volume environment, you will take ownership of your territory—sourcing qualified pipeline, conducting dynamic virtual demonstrations, and closing deals to consistently exceed quarterly and annual ARR targets.

We are building a modern, tech-forward sales organization. In this role, you will leverage generative AI tools and modern sales intelligence platforms alongside proven consultative frameworks to accelerate account research, personalize outreach at scale, and streamline routine administrative work—giving you more time to do what you do best: connect with buyers and close deals.


What You Will Do

  • Drive Full-Cycle Sales: Own opportunities end-to-end—from initial outbound discovery and inbound conversion through to negotiation and contract execution.

  • Modern Prospecting & Pipeline Generation: Build and maintain an active pipeline using multi-channel outreach, partner channels, and AI-assisted workflows (e.g., account research, tailored messaging drafts, and signal tracking).

  • Deliver Compelling Demos: Conduct consultative, high-impact virtual product demonstrations tailored to AP, finance, and operational pain points.

  • Territory & Account Strategy: Design and execute a clear territory plan to maximize market share, win new logos, and capture expansion opportunities.

  • Consultative Value Selling: Apply rigorous qualification methodologies (e.g., MEDDPICC, Challenger) to map business needs to ROI, effectively handle objections, and negotiate win-win commercial terms.

  • Accelerate Sales Velocity with AI: Integrate modern sales technology and generative AI tools into your daily workflow to summarize discovery notes, craft follow-ups, synthesize buyer feedback, and eliminate manual admin tasks.

  • Collaborate & Forecast: Partner with sales leadership, marketing, and channel teams to identify market trends, mitigate deal friction, and maintain precise Salesforce (SFDC) hygiene and revenue forecasting.


    • What You Will Bring

  • SaaS Sales Experience: 3+ years of full-cycle B2B SaaS closing experience, ideally selling financial tech, spend management, travel/expense, or AP/Payments software.

  • Proven Track Record: Consistent history of meeting or exceeding quota in a velocity/SMB/Mid-Market environment (closing ARR license deals with short-to-medium sales cycles).

  • Persona Fluency: Comfort and credibility selling directly to finance and operational decision-makers (CFOs, Controllers, AP Directors).

  • Sales Methodology Rigor: Applied understanding of consultative sales frameworks such as MEDDPICC or The Challenger Sale.

  • Tech & AI Fluency: Proficiency with core sales tools (Salesforce, Zoom, sales cadences) and an eagerness to leverage modern AI tools (e.g., ChatGPT, Claude, Gong AI, Copilot) to enhance personal productivity, prospect research, and deal execution.

  • Consultative Communication: Exceptional active listening, objection handling, and virtual presentation skills, with the ability to quantify value and professionally navigate commercial trade-offs.

  • Education: Bachelor’s degree or equivalent practical sales experience.

    • Why 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.

    Apply once. Then go straight to the hiring manager.

    After you apply, unlock the direct contact details of the people who actually make the call. A quick follow-up makes you 5x more likely to land an interview.

    MR

    Marcus Rivera

    Chief Revenue Officer

    m.rivera@company.com
    linkedin.com/in/marcusrivera
    Unlocked after you apply
    ·

    Account Executive Related jobs

    United StatesAccount Executive

    Other jobs at Emburse

    Premium

    Reach out to the hiring manager directly.

    Gain access to the contact details of the hiring managers who actually decide, and reach out to network with them directly. That, plus more when you upgrade:

    • Full match report with fit score and gaps
    • Career diagnostics on how recruiters read you
    • Curated company matches and warm intros
    • 48h early access to new roles

    Cancel anytime.