About Emburse

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.

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.

About Emburse

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.

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
- AP / Invoice Automation
- Payments / Corporate Cards
- 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 is target)

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

Senior Account Executive, SMB and SMB Velocity