Senior Account Executive, SMB and SMB Velocity
About the role
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.
Requirements
- 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, Communication & Influence, Operational Discipline, Collaboration & Drive.
Qualifications
- 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, Communication & Influence, Operational Discipline, Collaboration & Drive.
Skills
- 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, Communication & Influence, Operational Discipline, Collaboration & Drive.
Benefits
Sell a comprehensive, integrated platform across Travel, Expense, AP, Payments, and Cards.
Engage with high-impact finance leaders solving mission-critical problems.
Be part of a high-growth environment with strong leadership and clear GTM strategy.
Competitive compensation, benefits, and career growth opportunities.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans.
If you would like more information about how your data is processed, please contact us.