About this role.
Emburse is seeking a senior new-business Sales Executive to establish and expand its enterprise presence across the Nordic market. This is a quota-carrying hunter role focused on prospecting, building executive relationships, navigating complex sales cycles, and closing SaaS licence agreements. The successful candidate will work closely with global go-to-market, product, technical, legal, finance, and marketing teams while helping shape the regional strategy. The role requires at least eight years of enterprise sales experience, a history of exceeding quota, and fluency in Swedish or Danish alongside English.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader UK market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would first segment the market by ideal customer profile, including company size, finance-operation complexity, current expense or AP processes, and likely buying triggers. I would build account plans for priority organisations, map finance and executive stakeholders, and combine targeted outreach with local networking, partner channels, and relevant events. I would track conversion by segment and continuously refine messaging based on the strongest signals.
I establish the buying process early by identifying the economic buyer, technical and business champions, decision criteria, approval process, and potential risks. I use a mutual action plan to align internal and customer milestones, bring in product, legal, and finance partners at the right time, and regularly validate business value with the executive sponsor. This keeps the opportunity qualified and prevents late-stage surprises.
I use MEDDPICC as a practical qualification framework rather than a checklist. It helps me validate measurable business outcomes, identify the economic buyer, understand decision and procurement processes, build a champion, and expose competition or gaps before forecasting. If key elements are missing, I create a clear action to close the gap or adjust the forecast accordingly.
I would lead with their operational and strategic outcomes: improved spend visibility, stronger controls, reduced manual work, faster decision-making, and scalable finance processes. I would quantify the impact using their current approval, reimbursement, AP, and compliance challenges, then connect Emburse's capabilities to measurable efficiency and risk-reduction goals. The conversation would remain focused on the finance leader's priorities rather than product features alone.
In a challenging territory, I focused on account prioritisation, consistent prospecting discipline, and detailed opportunity plans for high-value accounts. I created executive-level value cases, involved specialist resources early, and used weekly pipeline reviews to address stalled deals quickly. By improving conversion at each stage and maintaining a balanced pipeline, I exceeded target while establishing repeatable territory practices.
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.
This is a foundational hire for Emburse in the region, a quota bearing role that requires a true strategic hunter/ networker mentality to succeed. The Sales Executive will focus on building Emburse’s footprint in the Nordic region, build relationships, prospect and close deals with enterprise companies. Through a defined sales process (MEDDPICC/ Challenger Sales) and partnership with key sales leaders, they will strive to meet and exceed quarterly and annual sales goals.
What you will do :
Take ownership of building Emburse’s footprint in the Nordic market. Your efforts will not only drive revenue growth but also lay the foundation for the future of Emburse’s go-to-market (GTM) strategy in the region.
Prospect and generate leads: Identify and target potential enterprise customers through market analysis, research, networking, and proactive outreach. Build meaningful relationships with prospects to grow pipeline and revenue.
Navigate and close complex deal cycles: Lead the charge on high-value negotiations, addressing challenges, and securing agreements. Work closely with sales, legal and finance teams to finalize contracts swiftly and accurately.
Craft and execute sales strategies: Develop tailored strategies to meet and exceed sales targets. Design compelling sales presentations and proposals, and partner with marketing to create campaigns that resonate with enterprise customers in the region.
Collaborate cross-functionally: Work hand-in-hand with Emburse’s global GTM team, as well as product, technical, and operations teams, to deliver Emburse’s leading solutions in the Nordics.. Be an active participant in shaping and growing Emburse’s footprint and strategy in the region.
What you will bring:
We’re looking for an experienced sales leader who is not only a skilled closer but also a strategic thinker ready to define and expand Emburse’s presence in the Nordics.
Enterprise sales expertise: 8+ years of experience in customer-facing enterprise sales roles, with a proven ability to identify, close, and scale relationships with large accounts.
Proven track record of closing ARR license deals and led complex deal cycles from start to finish.
Comfort operating in a scrappy, startup environment, while plugging into a larger pan-European team
A well managed career exceeding quotas
Exceptional communication skills: Strong verbal and written communication abilities, fluent Swedish/ Danish/ English is a must, enabling you to effectively engage with both technical and non-technical audiences, from executives to cross-functional teams.
Data-driven decision-making: A keen ability to analyze market trends, uncover opportunities, and make informed, strategic decisions that drive results.
Proven prospecting success: A track record of identifying and engaging potential enterprise customers through thoughtful research, networking, and proactive outreach.
Even better if you bring:
Industry knowledge: Familiarity with the travel and expense management/ AP solutions landscape, including key players, emerging trends, and market dynamics.
Experience selling complex Saas solutions to C-Suite and Finance personas
Experience with MEDDPICC and Challenger Sales
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.
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