Sales Account Executive - UK

LemClosers; Greater London; Hybrid; GBP 60,000 - 120,000; Full time

Job summary

Emburse is seeking a high-performing Account Executive to own the end-to-end sales cycle for enterprise customers in the UK. You will source, qualify, and close new business while articulating Emburse's expense intelligence platform.

You will build strategic territory plans, engage executive buyers, and expand through partner channels. You will lead compelling demonstrations, manage multi-stakeholder sales processes, and collaborate with leadership to drive revenue growth across large deals.

Qualifications

• Bachelor's degree required.
• Prospecting required.
• Negotiation skills required.

Responsibilities

• Manage all aspects of the sales cycle from pipeline sourcing to closing.
• Articulate Emburse's service, benefits and processes to clients via phone, email, and meetings.
• Develop territory plans and growth strategies to win new customers.
• Build influential relationships through partner and channel networks.
• Deliver compelling SaaS demos and presentations to executive buyers.
• Collaborate with management to navigate opportunities and overcome obstacles.

Skills

Prospecting

Negotiation

SaaS Sales

Education

Bachelor's Degree

Job description

## 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.What You'll DoResponsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closingArticulate the company's service,benefits, and processes to potential clients through all outlets (phone, email, online meetings, and in-person)Develop a strong understanding of the territory, competitive offerings, and marketplace. Responsible for developing and executing a strategic territory planCreate and execute sales strategies to grow revenues through new customer acquisitionDevelop influential relationships and sales leads through partner/channel and other open networking effortsEffectively demonstrate Emburse SaaS solutions with strong presentation skillsEffectively lead sales opportunities throughout the entire sales processCollaborate with sales management on sales opportunities and obstaclesParticipate in company-organised sales and marketing events as requiredWork both inbound and outbound leads to generate a robust pipeline of large-size businessesPresent Emburse's solutions via web presentation to potential clientsLearn and develop new, creative sales techniques and strategiesPosition yourself as an expert on Expense, AP and Payment needs of an enterprise business.Meet or exceed monthly sales targets according to sales planMaintain an adequate number of new prospect meetings and continuously building pipeline to exceed quarterly and annual business objectivesParticipate in weekly sales meetings and articulate market feedback to managementAssess market opportunities and develop territory plan to meet revenue obje### Selling MotionSales CycleEnterprise6–18 month cycles, complex multi-stakeholder dealsProspectingHybridMix of inbound leads and outbound prospectingBuyer PersonaC-SuiteSelling to executive decision-makers### Requirements at a GlanceBachelor's Degree·RequiredProspecting·Required skillNegotiation·Required skill### Typical Day — Account ExecutiveStakeholder meetings3–5/weekExecutive presentations2–3/weekBusiness cases & RFPs1–2/weekForecast & pipeline2×/weekChampion coachingDailyEstimates based on role type and selling motion — actual may vary by company.### SaaS — Interview IntelTypical Sales Cycle30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)Common Buyer Objections* \"We're locked into a contract with [competitor]\"* \"We built something in-house already\"* \"We don't have budget until next quarter\"* \"Our team won't adopt another tool\"Key Industry MetricsARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic NumberHot Topics to Reference* • AI-native product disruption* • PLG vs sales-led motion debate* • Vertical SaaS consolidation* • Usage-based pricing modelsUse these insights to speak the buyer's language in interviews.## TagsSales—Walk me through your discovery process.Template question—How do you handle a prospect who goes silent mid-deal?Template question—Tell me about your largest closed deal and the sales cycle.Template question—How do you build business cases for stakeholders?Template question—Describe a deal you lost and what you learned.Template questionRole InsightsAccount Executives are the revenue engine of any sales organization — this role will require strong pipeline management and closing skills.Top SaaS reps often earn significant upside through accelerators once quota is exceeded.