[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 Manager, SMB Client Sales AI Summary SMB Client Sales Account Manager grows revenue from an assigned base of existing Emburse customers through SaaS upselling and cross-selling. The role manages the full sales cycle, including prospecting, discovery, presentations, negotiation, forecasting, and Salesforce documentation. Candidates need 3–5 years of SaaS sales experience, ideally in fintech, with a record of closing five-figure ARR deals and exceeding quota. Success depends on strong consultative selling, knowledge of AP and expense workflows, and close collaboration with Client Success, Solutions Consulting, and sales stakeholders.[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 TimeExperienceSeniorPublished5 Nov 2026Apply before5 Dec 2026Listing views15Application actions0Application 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. SMB Client Sales Account Managers drive company revenue through end to end sales, seeking opportunities to provide existing Emburse clients with enhanced value through cloud-based travel, expense, AP and payments solutions built to humanize the workplace. SMB Client Sales Account Managers will be responsible for upsell and cross sell to existing Emburse clients and growing revenue in their book of business. Through a defined sales process and partnership with key sales and cross functional stakeholders, SMB Client Sales Account Managers will strive to meet and exceed quarterly sales goals. ### What You Will Do * Upsell and Cross sell of additional products and services for assigned territory * Execute prospecting cadences and playbook sales strategies to grow revenues within the customer base * Maintain an adequate number of client meetings and continuously build pipeline to exceed quarterly and annual business objectives * Articulate the value of Emburse Solutions with strong presentation skills * Effectively lead sales opportunities throughout the entire sales process leveraging GAP Selling sales methodology * Work collaboratively in a team selling environment and partner with Client Success, Solutions Consulting, Overlays and other key internal stakeholders * Collaborate with sales management on sales opportunities and obstacles * Promote partner sales development efforts * Participate in company-organized sales and marketing events as required. * Consistently document sales status, contacts and communications within [Salesforce.com](http://salesforce.comconstantly/) * [Constantly](http://salesforce.comconstantly/) manage sales pipeline and forecast * Learn and effectively use all available sales tools including AI * Occasional travel required ### What You Will Bring * A college degree is preferred but not required. Equivalent years of relevant experience may substitute * Minimum of 3-5 years of experience selling SaaS solutions, fintech preferred, to companies under 1000 employees. * Proven track record of closing 5 figure ARR deals * Knowledge of travel & expense management and/or AP automation highly preferred * Proven track record of consistently finishing above quarterly and annual quota * Strong prospecting skills, listening skills and ability to ask probing questions * 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- including one on one, small virtual setting and in front of a larger group * Excellent communication skills both written and verbal * Ability to analyze AP/Expense processes to determine the best solution fit * Technology skills and the proven ability to use email, Zoom, SFDC, other sales tools as needed * 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 * Ability to solve problems as they arise in a calm, professional manner * Ability to build and maintain effective relationships with co-workers and customers * Ability to quickly adapt to a changing environment * Ability to work under moderate supervision and collaborate effectively with management * Operate with a sense of urgency * Accountable to sales outcomes and commitments ### 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/159038-account-manager-smb-client-sales.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 4/5RelaxedFast-paced ### Autonomy Level 4/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThe position carries direct quarterly and annual revenue accountability while requiring consultative solution selling to existing customers. It demands disciplined pipeline management, commercial negotiation, and the ability to navigate multiple internal and client stakeholders. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$80,000US market range (per year)$65k–$100k0$110.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer base-pay range is disclosed. Estimated US annual base salary for an SMB SaaS account manager is $65,000–$100,000, with an estimated midpoint of $80,000; commissions and incentives are excluded from this estimate. ## Core skills Skills and capabilities most closely associated with this opportunity. [SaaS sales](https://jobicy.com/jobs?search_keywords=SaaS%20sales.md)[Account management](https://jobicy.com/jobs?search_keywords=Account%20management.md)[Upselling](https://jobicy.com/jobs?search_keywords=Upselling.md)[Cross-selling](https://jobicy.com/jobs?search_keywords=Cross-selling.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[GAP Selling](https://jobicy.com/jobs?search_keywords=GAP%20Selling.md)[Prospecting](https://jobicy.com/jobs?search_keywords=Prospecting.md)[Negotiation](https://jobicy.com/jobs?search_keywords=Negotiation.md)[Fintech](https://jobicy.com/jobs?search_keywords=Fintech.md)[AP automation](https://jobicy.com/jobs?search_keywords=AP%20automation.md)[Expense management](https://jobicy.com/jobs?search_keywords=Expense%20management.md)[Presentation skills](https://jobicy.com/jobs?search_keywords=Presentation%20skills.md) Sample interview questionsHow do you identify upsell and cross-sell opportunities within an existing customer portfolio?I review account usage, business changes, stakeholder goals, and workflow gaps, then prioritize accounts where an additional product can produce measurable value. I validate the opportunity through discovery before proposing a tailored solution and mutual action plan. Describe how you manage a sales pipeline to meet a quarterly target. I maintain clear stage definitions, document next steps and close plans in Salesforce, and regularly inspect pipeline coverage, deal velocity, and risks. I focus weekly on advancing qualified opportunities while creating sufficient new pipeline to protect the quarter. How would you handle a client who pushes back on price during an expansion discussion? I would first clarify the underlying concern and reconnect the proposed solution to the client’s operational and financial outcomes. If needed, I would explore packaging, timing, or implementation options while protecting value and avoiding unnecessary discounting. What information do you seek during discovery with an AP or expense-management buyer? I ask about current processes, approval workflows, manual effort, visibility gaps, policy compliance, integrations, payment methods, and business impact. I also identify decision-makers, success metrics, timeline, and potential barriers to adoption. How do you collaborate with Client Success and Solutions Consulting on a complex account expansion? I align early on account history, customer objectives, technical requirements, and stakeholder roles. We agree on responsibilities and a shared plan so the customer receives a consistent message from discovery through solution validation and close. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. 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