Account Executive, MM/ENT

Who We Are

At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, we are creating a future where technology drives business value and inspires extraordinary results.

Account Executives will focus on finding and closing deals with companies over 500+ employees in size. Through a defined sales process and partnership with key sales leaders, Account Executives and Senior Account Executives will strive to meet and exceed quarterly and annual sales goals.

What You Will Do

- Responsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closing

- Articulate the company's service, benefits, and processes to potential clients through all outlets (phone, email, online meetings, and in-person)

- Develop a strong understanding of the territory, competitive offerings, and marketplace. Responsible for developing and executing a strategic territory plan

- Create and execute sales strategies to grow revenues within the customer base as well as through new customer acquisition

- Develop influential relationships and sales leads through partner/channel and other open networking efforts

- Effectively demonstrate Emburse SaaS solutions with strong presentation skills

- Effectively lead sales opportunities throughout the entire sales process

- Collaborate with sales management on sales opportunities and obstacles

- Promote partner sales development efforts by meeting and communicating with Channel Partners regularly

- Participate in company-organized sales and marketing events as required

- SME in Expense Management

- Work both inbound and outbound leads to generate a robust pipeline of large-size businesses

- Present Emburse's solutions via web presentation to potential clients

- Learn and develop new, creative sales techniques and strategies

- Position yourself to understand the AP, Expense and Business needs of a Mid Market level business

- Meet or exceed monthly sales targets according to sales plan

- Maintain an adequate number of new prospect meetings and continuously building pipeline to exceed quarterly and annual business objectives

- Participate in weekly sales meetings and articulate market feedback to management

- Assess market opportunities and develop territory plan to meet revenue objectives

- Range of $600-$900K Yearly Quota

What We Are Looking For

Education

Preferred: Undergraduate College Degree

Experience

Required:

- Minimum of 5-7 years of experience selling financial SaaS solutions to companies with a minimum of 1000 employees

- Proven track record of closing 5-figure and six-figure ARR license deals

Preferred:

- Proven track record of consistently finishing above annual quota

- Knowledge of travel and expense and/or AP/Payments management industry highly preferred

- Experience selling to finance personas

- Experience with MEDDPICC, Challenger Sale

Certifications

Required: None

Additional Eligibility Qualifications

- Strong prospecting skills

- Ability to set, manage and document agreed outcomes of successful meetings

- Keen curiosity about businesses, how they work and specifically AP/Finance/Expense operations

- Strong presentation skills

- Excellent communication skills, including one on one, small virtual setting and in front of a larger group

- Ability to analyze AP/Expense processes to determine the best solution fit

- Technology skills and the proven ability to use email, Zoom, SFDC, other sales tools as needed to increase sales efficiency

- Comfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for Emburse

- Ability to work with internal and external partners to a mutually agreed outcome

- Communication

- Attention to Detail

- Time Management

- Emotional Intelligence

- Active Listening

- Sales Execution Resourcefulness

- Discover Issues, Needs and Pain Points

- Quantify and Articulate Value

- Overcome Objections

- Prospecting (research and outreach)

- Solution Development

- Establish Executive Sponsorship

- Negotiation

- Upselling and cross-selling

- Data Analysis

- Relationship Building

Why Emburse?

- 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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