Senior Lead Account Executive, Enterprise
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 Lead Account Executives will strive to meet and exceed quarterly and annual sales goals
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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/Enterprise level business as assigned
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
What You Will Bring
Minimum of 8-10 years of experience selling financial SaaS solutions to companies with a minimum of 500 employees; preference for experience in selling to companies with 1000-5000+ employees
Proven track record of closing six-figure ARR license deals
Preferred: Proven track record of consistently finishing above annual quota
Preferred: Knowledge of travel and expense and/or AP/Payments/payroll/HCM industry highly preferred
Preferred: Experience selling to finance personas Preferred: Experience with MEDDPICC, Challenger Sale
Preferred: Undergraduate College Degree, equivalent years of relevant experience may substitute
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 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
\nWhy 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.
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.
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 Lead Account Executives will strive to meet and exceed quarterly and annual sales goals
\n
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/Enterprise level business as assigned
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
What You Will Bring
Minimum of 8-10 years of experience selling financial SaaS solutions to companies with a minimum of 500 employees; preference for experience in selling to companies with 1000-5000+ employees
Proven track record of closing six-figure ARR license deals
Preferred: Proven track record of consistently finishing above annual quota
Preferred: Knowledge of travel and expense and/or AP/Payments/payroll/HCM industry highly preferred
Preferred: Experience selling to finance personas Preferred: Experience with MEDDPICC, Challenger Sale
Preferred: Undergraduate College Degree, equivalent years of relevant experience may substitute
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 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
\nWhy 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.
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.