Senior Account Executive, SMB and SMB Velocity

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