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.

• 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; develop and execute 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 build 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
• Range of $750K‑$1.3M Yearly Quota

• 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 selling to companies with 1,000‑5,000+ 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 management industry
  • Preferred:
    Experience selling to finance personas;
    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 settings and in front of larger groups
  • 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

• A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize 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…