Senior Lead Account Executive

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.

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 we are looking for:

• Education: Preferred: Undergraduate College Degree, equivalent years of relevant experience may substitute.
• Experience: 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.
• Knowledge of travel and expense and/or AP/Payments management industry highly preferred.
• Experience selling to finance personas.
• Preferred: Experience with MEDDPICC, Challenger Sale.

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.

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.

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.