Senior Account Executive, SMB and SMB Velocity

At 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.

As 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.

• 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)

• 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

• Prospecting and pipeline generation

• Discovery and needs analysis

• Value-based selling and ROI articulation

• Objection handling and competitive positioning

• Negotiation and closing

• Understanding of finance operations, including AP, expense, and payments workflows

• Ability to diagnose inefficiencies and align Emburse solutions to measurable outcomes

• Strong executive presence and presentation skills

• Ability to challenge and guide customers toward better business decisions

• Excellent written and verbal communication

• Strong CRM hygiene and forecasting accuracy

• Effective time and territory management

• Detail-oriented with clear follow-through

• Team-oriented mindset with cross-functional collaboration

• Resourceful, proactive, and results-driven