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Senior Account Executive, SMB and SMB Velocity

Emburse Inc.

Job Overview

Location

United States (East/Southeast)

Job Type

Full-time

Full Job Description

📋 Description

• As a Senior Account Executive focused on SMB and SMB Velocity at Emburse Inc., you will play a critical role in driving new business growth by targeting organizations with 30 to 1,000 employees, directly contributing to the company’s mission of helping finance teams gain control over spend through travel, expense, invoice automation, payments, and corporate card solutions.
• You will operate within a defined geographic territory in the United States (East/Southeast), managing the full sales cycle from prospecting to close, while aligning with Emburse’s go-to-market strategy to achieve an annual quota between $350,000 and $550,000.
• Your day-to-day responsibilities will include identifying and generating new sales opportunities through outbound prospecting, inbound lead follow-up, and strategic networking within target accounts.
• You will conduct discovery calls and business reviews to understand customer pain points related to spend management, then tailor demonstrations of Emburse’s platform to showcase how its solutions improve visibility, efficiency, and compliance.
• You will lead end-to-end deal execution, including proposal development, negotiation, and contract closure, ensuring alignment with customer needs and internal pricing and approval processes.
• You will collaborate closely with Sales Development Representatives (SDRs), Sales Engineers, Marketing, and Customer Success teams to ensure seamless handoffs and a cohesive customer experience throughout the buyer journey.
• You will maintain accurate forecasting and pipeline management in CRM (Salesforce), updating deal stages, activities, and next steps with precision to support accurate revenue predictability.
• You will participate in ongoing sales training, enablement sessions, and methodology reinforcement (e.g., MEDDPICC or similar frameworks) to continuously improve your sales effectiveness and product knowledge.
• You will represent Emburse at industry events, webinars, and virtual forums to build brand awareness and establish thought leadership in the spend management space.
• You will contribute to a high-performance sales culture by sharing best practices, mentoring junior reps when appropriate, and actively engaging in team initiatives aimed at improving win rates and sales velocity.
• Emburse is a fast-growing, innovative company with a global footprint and a modern, integrated suite of spend management solutions that are trusted by finance leaders across industries to reduce manual processes, prevent fraud, and optimize cash flow.
• The sales team operates with a clear structure, strong leadership, and a commitment to enabling reps through enablement, tools, and a collaborative environment focused on customer outcomes.
• In this role, you will develop deep expertise in B2B SaaS sales, enterprise finance technology, and consultative selling methodologies, positioning yourself for advancement into senior leadership or strategic account management roles.
• You will gain exposure to complex sales cycles involving multiple stakeholders (e.g., Finance Directors, Controllers, Procurement Leaders, IT), enhancing your ability to navigate organizational dynamics and drive consensus-based decisions.

🎯 Requirements

• Proven track record of success in SaaS or technology sales, with consistent achievement or exceeding of annual quotas in the $350k–$550k range or similar.
• Minimum 3–5 years of experience selling to SMB and mid-market organizations (30–1,000 employees), preferably in fintech, expense management, ERP, or adjacent B2B software domains.
• Strong proficiency in CRM platforms (Salesforce preferred), sales engagement tools, and data-driven pipeline management.
• Excellent communication, presentation, and negotiation skills, with the ability to articulate value propositions clearly to both technical and non-technical stakeholders.
• Self-motivated, resilient, and disciplined approach to prospecting, with a hunter mentality and comfort operating in a fast-paced, target-driven environment.
• Ability to collaborate effectively across functions, including Sales Engineering, Marketing, and Customer Success, to deliver cohesive customer solutions.

🏖️ Benefits

• Competitive base salary combined with uncapped commission potential, directly tied to performance against a clear and achievable quota structure.
• Comprehensive health, dental, and vision insurance plans, along with life and disability coverage, designed to support employee well-being.
• 401(k) retirement plan with company matching to help you build long-term financial security.
• Generous paid time off (PTO) and company-observed holidays, promoting work-life balance and mental wellness.
• Professional development stipend and access to internal training resources, including sales enablement, leadership workshops, and product certification programs.
• Remote-friendly work flexibility within the United States (East/Southeast), allowing for a balanced approach to productivity and personal life.

Skills & Technologies

Senior

Onsite

$350k-550k

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Emburse Inc.

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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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