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Account Executive, SMB

Emburse

Role overview

Qualifications

  • 1–3+ years of B2B sales experience, particularly in SaaS, fintech, or cloud solutions
  • Demonstrated quota achievement and track record of building pipeline
  • Business and financial acumen, especially in corporate finance and AP
  • Proficiency with modern revenue tech stack, including Salesforce and digital sales tools

Responsibilities

  • Drive the full sales lifecycle from prospecting to closing deals
  • Build and maintain a robust pipeline through inbound leads and multi-channel prospecting
  • Deliver product demonstrations tailored to finance leaders
  • Serve as a trusted advisor on Accounts Payable and expense workflows

Key facts

Hard skills

Other skills

  • Business Acumen
  • Negotiation
  • Communication
  • Teamwork

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

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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.

Are you an ambitious, high-performing sales professional ready to accelerate your career in enterprise fintech? As an Account Executive, SMB, you will own the full sales lifecycle targeting high-growth organizations with 201 to 1,000 employees. Backed by cutting-edge expense management solutions, warm inbound channels, and hands-on sales leadership, you will have the runway, modern tools, and strategic territory needed to consistently surpass revenue targets. 


What You Will Do:

  • Drive the full sales lifecycle: Manage end-to-end deal execution—from prospecting and high-impact discovery calls to solution demos, value negotiation, and closing.

  • Build and command a robust pipeline: Combine inbound qualified leads with disciplined outbound multi-channel prospecting (phone, email, video, and social) to exceed pipeline coverage targets.

  • Deliver high-impact product demonstrations: Showcase Emburse’s SaaS platform through compelling virtual presentations tailored to finance leaders, controllers, and CFOs.

  • Serve as a trusted industry advisor: Master the mechanics of Accounts Payable (AP) and expense workflows to diagnose operational friction and position Emburse as a vital ROI driver.

  • Expand through strategic channels: Cultivate referral networks and partner/channel alliances to generate high-conversion deal opportunities.

  • Execute territory business plans: Map market opportunities, prioritize high-yield accounts, and collaborate with sales leadership to accelerate deal velocity.

  • Champion market insights: Represent Emburse at industry events, gather competitive feedback from the front lines, and share deal strategies in weekly pipeline reviews.

  • Elevate the sales floor: Act as a team culture carrier by mentoring incoming sales executives and sharing winning tactics across the floor.


    • What You Will Bring:

  • 1–3+ years of B2B sales experience with a proven background in prospecting, qualifying, and closing (SaaS, fintech, or cloud solution experience strongly preferred).

  • Demonstrated quota achievement: A track record of hitting or exceeding performance benchmarks and building pipeline from scratch.

  • Business and financial acumen: Curiosity about how corporate finance functions operate, particularly AP, expense automation, and operational cost controls.

  • Commanding communication skills: Polished presentation ability whether leading a 1:1 discovery call or pitching a buying committee over Zoom.

  • Value-driven negotiation ability: Confidence in guiding commercial discussions, overcoming objections, and defending software value to secure win-win agreements.

  • Tech agility: Proficiency navigating a modern revenue tech stack, including Salesforce (SFDC), Zoom, and digital sales tools.

  • Education: Bachelor’s degree preferred, or equivalent relevant practical experience (High School Diploma or GED required).

  • AI-enabled sales proficiency: Experience with leveraging generative AI tools (e.g., meeting intelligence, account research, hyper-personalized outreach, or pipeline forecasting) to streamline workflows and boost selling efficiency. 
    • 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.

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    MR

    Marcus Rivera

    Chief Revenue Officer

    m.rivera@company.com
    linkedin.com/in/marcusrivera
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