Account Executive (SMB)

Emburse; United States; On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Flexible spending accounts

Generous paid time off

Paid parental leave

Volunteering opportunities

Health savings accounts

Medical, dental, vision, disability, &

Life insurance plans

401(k) match

Job summary

Emburse is seeking an Account Executive, SMB to own the full sales lifecycle targeting mid-sized organizations in the United States. You will drive discovery calls, deliver product demonstrations, and negotiate value for a SaaS expense-management platform.

Ideal candidates bring 1–3+ years of B2B SaaS sales, proven quota attainment, and the ability to build a strong pipeline across multi-channel outreach while collaborating with sales leadership.

Qualifications

• Education: Bachelor’s degree preferred, or equivalent relevant practical experience.
• Value-driven negotiation ability to guide commercial discussions and defend software value.
• Polished communication for 1:1 discovery calls or Zoom buying committee pitches.
• Experience with modern revenue tech stacks (Salesforce, Zoom, and digital tools).

Responsibilities

• Own the full sales lifecycle from prospecting to closing.
• Deliver compelling product demonstrations to finance leaders and CFOs.
• Build and manage a robust multi-channel pipeline to exceed targets.
• Mentor and share winning tactics with the sales team.

Skills

Full sales lifecycle

Pipeline management

Product demonstrations

Negotiation

Communication skills

Quota achievement

SaaS sales

Education

Bachelor’s degree or equivalent experience

Tools

Salesforce (SFDC)

Zoom

Digital sales tools

Job description

• 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
• 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

Benefits

• Flexible spending accounts
• Generous paid time off for every employee and flexible work schedules
• Paid leave for new parents
• Volunteering opportunities
• Health savings accounts (HSA)
• Medical, dental, vision, disability and life insurance plans
• Generous match to pre- or post-tax retirement savings accounts
• Financial planning services
• Program in partnership with eCornell to grow their knowledge and their careers
• Delicious supply of snacks and beverages
• Quarterly outings and Friday get-togethers to build a strong community at work

Are you an ambitious, high-performing sales professional ready to accelerate your career in enterprise fintech? Education: Bachelor’s degree preferred, or equivalent relevant practical experience (High School Diploma or GED required) Value-driven negotiation ability: Confidence in guiding commercial discussions, overcoming objections, and defending software value to secure win-win agreements Commanding communication skills: Polished presentation ability whether leading a 1:1 discovery call or pitching a buying committee over Zoom Business and financial acumen: Curiosity about how corporate finance functions operate, particularly AP, expense automation, and operational cost controls Tech agility: Proficiency navigating a modern revenue tech stack, including Salesforce (SFDC), Zoom, and digital sales tools 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 Demonstrated quota achievement: A track record of hitting or exceeding performance benchmarks and building pipeline from scratch 1–3+ years of B2B sales experience with a proven background in prospecting, qualifying, and closing (SaaS, fintech, or cloud solution experience strongly preferred)