[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) # Account Executive, SMB AI Summary Emburse is seeking a remote US SMB Account Executive to manage the full SaaS sales cycle for high-growth organizations. The role combines inbound lead follow-up with outbound prospecting, discovery, product demonstrations, negotiation, and closing. Success requires pipeline discipline, quota attainment, strong virtual presentation skills, and the ability to explain AP and expense-management workflows to finance stakeholders. The Account Executive will also develop partner channels, execute a territory plan, share market feedback, and mentor newer sales teammates.[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 TimeExperienceDirectorPublished5 Nov 2026Apply before5 Dec 2026Listing views39Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. 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. ### Are you an ambitious, high-performing sales professional ready to accelerate your career in enterprise fintech? As an Account Executive, SMB, you will own the full sales lifecycle targeting high-growth organizations with 201 to 1,000 employees. Backed by cutting-edge expense management solutions, warm inbound channels, and hands-on sales leadership, you will have the runway, modern tools, and strategic territory needed to consistently surpass revenue targets. ### What You Will Do: * Drive the full sales lifecycle: Manage end-to-end deal execution—from prospecting and high-impact discovery calls to solution demos, value negotiation, and closing. * Build and command a robust pipeline: Combine inbound qualified leads with disciplined outbound multi-channel prospecting (phone, email, video, and social) to exceed pipeline coverage targets. * Deliver high-impact product demonstrations: Showcase Emburse’s SaaS platform through compelling virtual presentations tailored to finance leaders, controllers, and CFOs. * Serve as a trusted industry advisor: Master the mechanics of Accounts Payable (AP) and expense workflows to diagnose operational friction and position Emburse as a vital ROI driver. * Expand through strategic channels: Cultivate referral networks and partner/channel alliances to generate high-conversion deal opportunities. * Execute territory business plans: Map market opportunities, prioritize high-yield accounts, and collaborate with sales leadership to accelerate deal velocity. * Champion market insights: Represent Emburse at industry events, gather competitive feedback from the front lines, and share deal strategies in weekly pipeline reviews. * Elevate the sales floor: Act as a team culture carrier by mentoring incoming sales executives and sharing winning tactics across the floor. ### What You Will Bring: * 1–3+ years of B2B sales experience with a proven background in prospecting, qualifying, and closing (SaaS, fintech, or cloud solution experience strongly preferred). * Demonstrated quota achievement: A track record of hitting or exceeding performance benchmarks and building pipeline from scratch. * Business and financial acumen: Curiosity about how corporate finance functions operate, particularly AP, expense automation, and operational cost controls. * Commanding communication skills: Polished presentation ability whether leading a 1:1 discovery call or pitching a buying committee over Zoom. * Value-driven negotiation ability: Confidence in guiding commercial discussions, overcoming objections, and defending software value to secure win-win agreements. * Tech agility: Proficiency navigating a modern revenue tech stack, including Salesforce (SFDC), Zoom, and digital sales tools. * Education: Bachelor’s degree preferred, or equivalent relevant practical experience (High School Diploma or GED required). * AI-enabled sales proficiency: Experience with leveraging generative AI tools (e.g., meeting intelligence, account research, hyper-personalized outreach, or pipeline forecasting) to streamline workflows and boost selling efficiency. ### 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/159024-account-executive-smb-3.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 4/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a quota-carrying role requiring consistent prospecting, complex value-based selling, and ownership from first contact through close. The candidate must quickly build finance-domain knowledge while managing a high-velocity pipeline. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$80,000US market range (per year)$60k–$95k0$104.50k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer base salary was disclosed. Estimated annual US base pay for an SMB SaaS Account Executive is $60,000–$95,000 USD, with an estimated midpoint of $80,000; variable commission may be offered separately but is not included in this estimate. The yearly cadence is inferred from the full-time US role. ## Core skills Skills and capabilities most closely associated with this opportunity. [B2B SaaS sales](https://jobicy.com/jobs?search_keywords=B2B%20SaaS%20sales.md)[Full-cycle sales](https://jobicy.com/jobs?search_keywords=Full-cycle%20sales.md)[Outbound prospecting](https://jobicy.com/jobs?search_keywords=Outbound%20prospecting.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Product demonstrations](https://jobicy.com/jobs?search_keywords=Product%20demonstrations.md)[Discovery calls](https://jobicy.com/jobs?search_keywords=Discovery%20calls.md)[Value-based selling](https://jobicy.com/jobs?search_keywords=Value-based%20selling.md)[Contract negotiation](https://jobicy.com/jobs?search_keywords=Contract%20negotiation.md)[Account planning](https://jobicy.com/jobs?search_keywords=Account%20planning.md)[Channel partnerships](https://jobicy.com/jobs?search_keywords=Channel%20partnerships.md)[Financial operations](https://jobicy.com/jobs?search_keywords=Financial%20operations.md)[Generative AI tools](https://jobicy.com/jobs?search_keywords=Generative%20AI%20tools.md) Sample interview questionsHow do you create pipeline when inbound demand is not enough to meet your target?I segment the territory by fit and buying signals, define account and persona priorities, and run coordinated phone, email, social, and video outreach. I review conversion metrics weekly and adjust messaging, sequencing, and account selection based on results. How would you position an expense-management platform to a CFO or controller? I would begin with discovery around manual processes, compliance exposure, visibility gaps, and time spent on expense and AP workflows. I would then connect the platform's capabilities to measurable outcomes such as faster approvals, stronger policy control, reduced administrative work, and clearer spend visibility. Describe your approach to delivering an effective virtual product demonstration. I tailor the demonstration to the customer's stated priorities and use a clear business narrative rather than a generic feature tour. I confirm the audience's workflows in advance, show relevant use cases, invite questions, and close with agreed next steps tied to the evaluation process. How do you handle pricing objections during a sales cycle? I first clarify whether the concern is budget, perceived value, timing, or an alternative solution. I return to the agreed business impact, quantify where possible, involve the right stakeholders, and negotiate within approved parameters without discounting before value is established. How have you used AI tools to improve your sales effectiveness? I use AI-supported research and meeting intelligence to prepare account hypotheses, identify follow-up actions, and personalize outreach at scale. I validate outputs before using them, keep CRM records accurate, and use the time saved to focus on higher-quality customer conversations. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. 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