Senior Account Executive - SMB
Emburse, Atlanta, GA, United States
Overview
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.
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.
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
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 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)
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
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
Operational Discipline
Strong CRM hygiene and forecasting accuracy
Effective time and territory management
Detail-oriented with clear follow-through
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
#J-18808-Ljbffr
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.
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.
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
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 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)
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
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
Operational Discipline
Strong CRM hygiene and forecasting accuracy
Effective time and territory management
Detail-oriented with clear follow-through
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
#J-18808-Ljbffr