Senior Account Executive - SMB
EMBURSE INC, Atlanta, GA, United States
About Emburse
At Emburse, we help organizations take control of their
spendfrom 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. **This is a remote role with travel required as needed. Incumbent will be ideally located in the Southeastern part of the US (or Eastern Time Zone) but that is not required. 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. Youll 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 Youll Do Own the
full sales cycle
from prospecting through close across Emburses full suite: Travel & Expense Management AP / Invoice Automation Payments / Corporate Cards Responsibilities: 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 Emburses 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 Were Looking For Required: 57+ 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) 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 Why Emburse Sell a
comprehensive, integrated platform
across Travel, Expense, AP, Payments, and Cards Engage with
high-impact finance leaders
solving mission-critical problems Be part of a
high-growth environment
with strong leadership and clear GTM strategy Competitive compensation, benefits, and career growth opportunities
spendfrom 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. **This is a remote role with travel required as needed. Incumbent will be ideally located in the Southeastern part of the US (or Eastern Time Zone) but that is not required. 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. Youll 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 Youll Do Own the
full sales cycle
from prospecting through close across Emburses full suite: Travel & Expense Management AP / Invoice Automation Payments / Corporate Cards Responsibilities: 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 Emburses 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 Were Looking For Required: 57+ 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) 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 Why Emburse Sell a
comprehensive, integrated platform
across Travel, Expense, AP, Payments, and Cards Engage with
high-impact finance leaders
solving mission-critical problems Be part of a
high-growth environment
with strong leadership and clear GTM strategy Competitive compensation, benefits, and career growth opportunities