Senior Account Executive - SMB

About EmburseAt 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 OverviewAs 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 DoOwn the full sales cycle from prospecting through close across Emburse’s full suite:Travel & Expense ManagementAP / Invoice AutomationPayments / Corporate CardsResponsibilities:Build and maintain a healthy pipeline through a mix of inbound and outbound effortsDevelop and execute a territory strategy to drive consistent revenue growthLead discovery conversations to understand customer pain points across finance, AP, and expense workflowsPosition Emburse’s platform by clearly articulating business value and ROIDeliver tailored product demonstrations to finance stakeholders and executive buyersNavigate complex sales cycles by building multi-threaded relationships, including CFOs, Controllers, and AP leadersPartner with internal teams (Sales Engineering, Marketing, Customer Success, Channel) to advance and close opportunitiesCollaborate with channel and integration partners to source and accelerate dealsMaintain accurate pipeline visibility and forecasting in Salesforce (SFDC)Consistently meet or exceed monthly, quarterly, and annual targetsProvide feedback on market trends, competitive positioning, and product insightsWhat We’re Looking ForRequired:5–7+ years of experience selling SaaS solutions, ideally in financial or spend management softwareProven track record of closing five- and six-figure ARR dealsExperience selling into organizations of 30 - 1000 individuals (SMB)Preferred:Experience selling Expense, AP/Invoice Automation, Payments, or Card solutionsStrong track record of consistently exceeding quotaExperience selling to finance personas (CFO, Controller, Head of AP, Finance Ops)Familiarity with MEDDPICC, Challenger, or similar methodologies, ROI Based value sellingCore CompetenciesSales ExecutionProspecting and pipeline generationDiscovery and needs analysisValue-based selling and ROI articulationObjection handling and competitive positioningNegotiation and closingBusiness & Financial AcumenUnderstanding of finance operations, including AP, expense, and payments workflowsAbility to diagnose inefficiencies and align Emburse solutions to measurable outcomesCommunication & InfluenceStrong executive presence and presentation skillsAbility to challenge and guide customers toward better business decisionsExcellent written and verbal communicationOperational DisciplineStrong CRM hygiene and forecasting accuracyEffective time and territory managementDetail-oriented with clear follow-throughCollaboration & DriveTeam-oriented mindset with cross-functional collaborationResourceful, proactive, and results-drivenWhy EmburseSell a comprehensive, integrated platform across Travel, Expense, AP, Payments, and CardsEngage with high-impact finance leaders solving mission-critical problemsBe part of a high-growth environment with strong leadership and clear GTM strategyCompetitive compensation, benefits, and career growth opportunities