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This position was posted on November 13, 2025 and is likely no longer accepting applications. We've kept it here for historical reference. Check out the similar jobs below!
Job Overview
Location
United States
Job Type
Full-time
Category
Product Management
Date Posted
November 13, 2025
Full Job Description
đź“‹ Description
- • Own the full sales cycle for Emburse’s AI-powered travel, expense, and AP solutions in the mid-market enterprise segment (500+ employees), carrying an individual quota of $600–900K ARR per year.
- • Build and continuously refresh a robust pipeline by blending high-volume outbound prospecting with rapid, value-driven follow-up on inbound MQLs; maintain 3–4× pipeline coverage at all times to guarantee predictable quarterly attainment.
- • Develop and document a data-backed territory plan that maps the top 200 accounts, identifies economic buyers and technical champions, and sequences multi-threaded outreach across Finance, AP, Travel, and IT personas.
- • Run discovery that uncovers pain points in legacy expense, travel, and AP workflows; translate those pains into quantified business cases (ROI, cost-avoidance, compliance risk reduction) and present tailored solution demos via Zoom or on-site.
- • Leverage MEDDPICC and Challenger methodologies to advance opportunities through qualification, technical validation, legal review, and procurement; negotiate complex, multi-year SaaS agreements with six-figure annual values.
- • Partner closely with Sales Engineering, Product Marketing, Channel Alliances, and Customer Success to craft custom pilots, reference stories, and co-sell motions that accelerate deal velocity and expand deal size.
- • Maintain pristine CRM hygiene in Salesforce: log every activity, update stage gates, forecast revenue within 5 % accuracy, and surface competitive intelligence that shapes product roadmap and pricing strategy.
- • Serve as the market SME for expense management and AP automation trends; deliver thought-leadership webinars, speak at industry events, and author LinkedIn posts that position Emburse as the category leader.
- • Provide closed-loop feedback to Demand Gen on campaign performance, messaging resonance, and emerging buyer signals; iterate on ICP scoring models and ABM plays to lift conversion rates.
- • Mentor junior reps and share best-practice playbooks in weekly sales huddles; contribute to a culture of radical candor, continuous learning, and quota-crushing celebration.
🎯 Requirements
- • 5–7+ years of quota-carrying SaaS sales experience selling financial solutions to organizations with 1,000+ employees
- • Documented history of closing five- and six-figure ARR deals and consistently exceeding annual quota
- • Deep familiarity with MEDDPICC or Challenger sales methodology
- • Preferred: prior success selling expense, travel, or AP automation software to finance personas
🏖️ Benefits
- • Competitive pay with uncapped commission accelerators
- • Fully remote-first culture with flexible work schedules
- • Inclusive, collaborative environment that supports career growth
- • Access to cutting-edge AI tools and the brightest minds in fintech
Skills & Technologies
About Emburse Inc.
Emburse Inc. provides cloud-based expense management and accounts payable automation software for businesses of all sizes. Its platform integrates corporate card issuance, receipt capture, approval workflows, and reimbursement processing, while offering real-time policy enforcement and analytics. The company serves finance teams seeking to reduce manual tasks, improve spend visibility, and ensure compliance across global operations. Headquartered in Portland, Oregon, Emburse supports thousands of organizations through a portfolio that includes Certify, Chrome River, Nexonia, and other acquired brands.
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