Offer summary

Qualifications:

3+ years of experience selling financial SaaS solutions to companies with at least 100 employees., Proven track record of closing significant ARR license deals and consistently exceeding sales quotas., Strong understanding of the travel and expense management industry, particularly in finance roles., Excellent communication and technology skills, with experience using sales tools like Zoom and SFDC..

Key responsabilities:

Manage the entire sales cycle from sourcing leads to closing deals.

Develop and execute strategic territory plans to meet revenue objectives.

Build and maintain relationships with clients and partners to generate sales leads.

Present and demonstrate Emburse's SaaS solutions effectively to potential clients.

Job description

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.

Senior Account Executives at Emburse will focus on finding and closing deals with companies over

200 - 750 employees in size. Through a defined sales process and partnership with key sales leaders, Senior Account Executives will strive to meet and exceed quarterly and annual sales goals.

What You Will Do:

Be 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 a 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

What You Bring:

3+ years of experience selling financial SaaS solutions to companies with a minimum of 100 employees

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

Proven track record of consistently finishing above annual quota in a B2b sales role

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

Experience selling to finance personas within the Legal or Professional Services verticals ideal

Experience with different sales qualification methodologies like MEDDPICC and Challenger Sale

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

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

Technology skills and 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

Strong ability to quantify and articulate value, overcome objections prospecting (research and outreach)

Undergraduate College Degree preferred or equivalent years of relevant experience

Why Emburse?

Finance is changing—and at Emburse, we’re leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimize spend—so they can focus on what’s next, not what’s slowing them down.

• 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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