[All remote jobs](https://jobicy.com/jobs.md)[![Emburse logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/01/53d916231694fe1194740474c056bb04.jpeg)](https://jobicy.com/company/emburse.md)[Emburse](https://jobicy.com/company/emburse.md) # Senior Lead Account Executive – Enterprise Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/emburse.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished20 Oct 2026Apply before19 Nov 2026Listing views26Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Emburse is seeking a senior enterprise account executive to generate new SaaS business with organizations of 3,500+ employees. The role owns the complete enterprise sales cycle, from strategic prospecting and discovery through executive alignment, commercial negotiation, and close. Success requires experience selling complex finance, AP, payments, or expense-management solutions and consistently winning six-figure-plus ARR opportunities. The seller will manage sophisticated buying committees, maintain accurate forecasts, and partner closely with Sales Engineering, Customer Success, and Marketing. This is a strategic individual-contributor sales role with substantial executive engagement and revenue accountability. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThe position requires navigating long, multi-threaded enterprise sales cycles, engaging CFO-level stakeholders, and closing high-value SaaS opportunities. It carries direct pipeline, forecasting, and quota responsibility in a complex and competitive market. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$165,000US market range (per year)$140k–$190k0$209.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer salary range is disclosed. The yearly cadence is inferred from the full-time, senior US enterprise SaaS sales context; estimated figures reflect likely annual base salary rather than quota, ARR, commission, or total on-target earnings. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise SaaS Sales](https://jobicy.com/jobs?search_keywords=Enterprise%20SaaS%20Sales.md)[Full-Cycle Sales](https://jobicy.com/jobs?search_keywords=Full-Cycle%20Sales.md)[Strategic Prospecting](https://jobicy.com/jobs?search_keywords=Strategic%20Prospecting.md)[Account Planning](https://jobicy.com/jobs?search_keywords=Account%20Planning.md)[Executive Stakeholder Management](https://jobicy.com/jobs?search_keywords=Executive%20Stakeholder%20Management.md)[Complex Sales](https://jobicy.com/jobs?search_keywords=Complex%20Sales.md)[Sales Forecasting](https://jobicy.com/jobs?search_keywords=Sales%20Forecasting.md)[Pipeline Management](https://jobicy.com/jobs?search_keywords=Pipeline%20Management.md)[Contract Negotiation](https://jobicy.com/jobs?search_keywords=Contract%20Negotiation.md)[Value-Based Selling](https://jobicy.com/jobs?search_keywords=Value-Based%20Selling.md)[MEDDPICC](https://jobicy.com/jobs?search_keywords=MEDDPICC.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Financial Operations](https://jobicy.com/jobs?search_keywords=Financial%20Operations.md)[ROI Analysis](https://jobicy.com/jobs?search_keywords=ROI%20Analysis.md) Sample interview questionsHow have you managed a complex enterprise deal involving multiple decision-makers?I map the buying committee early, identify economic, technical, and operational stakeholders, and develop a mutual action plan with clear decision criteria. I maintain separate value conversations for each stakeholder while keeping the group aligned on a measurable business case and timeline. How would you position Emburse to a CFO evaluating expense-management technology? I would begin with discovery into spend visibility, policy compliance, manual processes, and financial-control gaps. I would then connect Emburse's capabilities to quantified outcomes such as reduced leakage, faster processing, improved real-time reporting, and stronger governance. What is your approach to creating pipeline in a named enterprise territory? I segment accounts by fit, trigger events, strategic priorities, and likely finance-process pain points. I combine account research, multithreaded outbound outreach, executive referrals, partner collaboration, and disciplined follow-up to build qualified opportunities. Describe how you handle pricing pressure during a late-stage negotiation. I re-anchor the conversation on agreed business outcomes, implementation value, and the cost of maintaining the current state. I protect commercial integrity by trading rather than conceding, linking any flexibility to reciprocal commitments such as term length, scope, timing, or executive sponsorship. How do you maintain accurate forecasts for long enterprise sales cycles? I qualify opportunities against objective evidence, including decision process, business impact, stakeholders, competition, legal steps, and a mutually confirmed close plan. I update CRM data consistently and separate commit forecasts from upside based on verified customer actions rather than optimism. Opportunity details ## About this role. 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. ### We’re looking for a high-impact Senior Lead Account Executive to drive new business across large, complex enterprise organizations (3,500+ employees). In this role, you’ll own the full sales cycle, engaging senior finance leaders and navigating multi-stakeholder environments to close high-value deals. This is an opportunity for a strategic, consultative seller who thrives in complexity, builds strong executive relationships, and consistently delivers results. ### What You’ll Do * 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 ### What You’ll Bring * 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 Bonus if you have: * 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 ### Who You Are * 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 ### 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. Show more [Apply now >](https://jobicy.com/jobs/156009-senior-lead-account-executive-enterprise.md) > Annual salary information is not provided for this position. 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