Senior Lead Account Executive - Enterprise

United States·AtlantaRemoteFull-Timesenior

SalesAccount Executive

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Quick Summary

Overview

Who We Are: At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in expense intelligence,

Technical Tools

SalesAccount Executive

Who We Are:

At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in expense intelligence, we are creating a future where technology drives business value and inspires extraordinary results. Our AI-powered platform helps organizations modernize financial operations, increase visibility, and optimize spend across the enterprise.

Own the full sales cycle, from prospecting to close, within enterprise organizations (3,500+ employees)

Build and execute a strategic territory plan to generate pipeline and exceed revenue targets

Engage senior stakeholders, including CFOs and Finance leaders, to understand business priorities and challenges

Lead complex, multi-threaded sales processes with large buying committees

Run thoughtful discovery to uncover pain points and align solutions to measurable business outcomes

Clearly articulate value and ROI to drive urgency and executive buy-in

Establish and grow executive sponsorship within key accounts

Negotiate contracts and pricing to create strong, mutually beneficial outcomes

Partner cross-functionally with Sales Engineering, Customer Success, and Marketing to advance deals

Maintain accurate pipeline management, forecasting, and CRM hygiene

Share market insights and customer feedback to help shape go-to-market strategy

8–10+ years of experience selling SaaS solutions into enterprise organizations (3,500+ employees)
Proven success closing six-figure+ ARR deals in complex sales environments
Strong experience selling into Finance, AP, Payments, or Expense management functions
Demonstrated ability to build pipeline through strategic prospecting and outbound efforts
Track record of meeting or exceeding quota

Nice to Have

~2 min read

Experience selling into global or highly matrixed organizations
Familiarity with MEDDPICC, Challenger Sale, or similar methodologies
Domain expertise in Travel & Expense, AP Automation, or Payments
Vertical experience in Life Sciences, Manufacturing, Financial or Technology sectors

A strategic seller who knows how to navigate and win in complex enterprise environments

Naturally curious about how businesses operate, especially within Finance and AP functions

Skilled at uncovering customer challenges and translating them into compelling solutions

Confident engaging and influencing executive stakeholders

A strong communicator—equally effective in 1:1 conversations and large presentations

Comfortable pushing back and negotiating to drive the best outcomes

Highly organized with strong attention to detail and time management

Data-driven in your approach to pipeline and performance

Proficient in leveraging sales tools (e.g., Salesforce, Zoom, LI Sales Navigator, Gong, etc.) to drive efficient, scalable sales processes

Collaborative, resourceful, and motivated to win as part of a team

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.