About this role.
Emburse is seeking a full-time Account Executive to sell expense-management and financial SaaS solutions to companies with fewer than 200 employees. The role owns the end-to-end sales cycle, including prospecting, qualification, discovery, demonstrations, negotiation, closing, and territory planning. Success depends on consistently building pipeline, meeting monthly and annual targets, and communicating value to finance, AP, expense, and payments stakeholders. Candidates should bring at least three years of relevant SaaS sales experience, strong presentation and negotiation skills, and familiarity with structured selling approaches such as MEDDPICC and Challenger Sale.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I begin by segmenting the territory by company size, industry, technology signals, and likely finance-process pain points. I prioritize accounts with a clear fit, create multichannel outreach sequences, respond quickly to inbound interest, and track conversion rates by source so I can continually improve activity quality and pipeline coverage.
I would run a discovery process with finance, AP, and expense stakeholders to understand current workflows, manual effort, policy compliance, visibility gaps, reimbursement delays, and reporting needs. I would quantify the operational and financial impact of those issues, then connect the platform's capabilities to a measurable business case and agreed success outcomes.
In a prior opportunity, a prospect was concerned that implementation disruption would outweigh the solution's benefits. I acknowledged the risk, involved the appropriate implementation resource, mapped a phased rollout plan, and documented ownership and milestones. By tying the plan to the prospect's desired outcomes, we reduced uncertainty and advanced the deal to close.
I use MEDDPICC to validate that I understand metrics, economic buyer access, decision criteria and process, paper process, identified pain, champion strength, and competitive position. I review these elements routinely in CRM and use gaps to define next steps, rather than relying on a positive conversation as evidence that an opportunity is qualified.
I first review pipeline by stage, close date confidence, deal risk, and next-step quality to identify the highest-leverage actions. I increase focused prospecting for future coverage while working with managers and internal partners to remove blockers in viable late-stage opportunities. I communicate a realistic recovery plan early and maintain accurate forecasts rather than relying on unqualified deals.
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.
Account Executives will focus on finding and closing deals with companies under 200 employees in size.
Through a defined sales process and partnership with key sales leaders, Account Executives and Senior Account Executives will strive to meet and exceed quarterly and annual sales goals
What You’ll 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 level business
- Meet or exceed monthly sales targets according to sales plan
- Maintain an adequate number of new prospect meetings and continuously building a 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’re Looking For:
- Undergraduate College Degree preferred or equivalent years of relevant experience may substitute
- 3+ years of experience selling financial SaaS solutions to companies with a maximum of 200 employees
- Proven track record of closing 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 Experience with MEDDPICC, Challenger Sale
- 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 AP/Expense processes to determine the best solution fit
- Technology skills and 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
- Strong ability to quantify and articulate value, overcome objections prospecting (research and outreach)
Compensation
Additional Information
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.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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