Account Executive, SMB

Emburse, Inc.; United States; On-site; USD 85,000 - 130,000; Full time

Job summary

Emburse is seeking an ambitious Account Executive, SMB, to own the full sales lifecycle from prospecting to closing with inbound and outbound strategy.

You'll build a robust pipeline, deliver compelling demos to finance leaders, and collaborate with sales leadership to accelerate deals. 1–3+ years in B2B SaaS sales, quota achievement, and AI-enabled selling are highly valued. Bachelor's preferred but practical experience accepted.

Qualifications

• 1–3+ years of B2B sales experience with prospecting, qualifying, and closing.
• Demonstrated quota achievement:hitting or exceeding performance benchmarks and building pipeline from scratch.
• Business and financial acumen: curiosity about AP, expense automation, and cost controls.
• Commanding communication skills: polished presentation ability for discovery calls and executive buyers.
• Value-driven negotiation ability: confidence in guiding commercial discussions and defending software value.
• Tech agility: familiarity with modern revenue tech stack (SFDC, Zoom, etc.).
• Education: Bachelor's degree preferred, or equivalent relevant practical experience (HS Diploma/GED accepted).
• AI-enabled sales proficiency: experience with generative AI tools to streamline workflows and boost selling efficiency.

Responsibilities

• Drive the full sales lifecycle from prospecting to closing.
• Build and manage a robust pipeline with inbound and outbound strategies.
• Deliver high-impact product demonstrations to finance leaders and decision-makers.
• Act as an industry advisor on AP and expense workflows to position Emburse as a ROI driver.
• Expand through referrals and partner/channel alliances to generate opportunities.
• Execute territory business plans and accelerate deal velocity.
• Share deal strategies in weekly pipeline reviews and mentor teammates.

Skills

B2B sales

SaaS sales

Forecasting

Education

Bachelor's degree preferred

High School Diploma or GED required

Tools

Salesforce

Zoom

Job description

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.

Are you an ambitious, high-performing sales professional ready to accelerate your career in enterprise fintech? 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.

What You Will Do:

• 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.

What You Will Bring:

• 1-3+ years of B2B sales experience with a proven background in prospecting, qualifying, and closing (SaaS, fintech, or cloud solution experience strongly preferred).

• Demonstrated quota achievement: A track record of hitting or exceeding performance benchmarks and building pipeline from scratch.

• Business and financial acumen: Curiosity about how corporate finance functions operate, particularly AP, expense automation, and operational cost controls.

• Commanding communication skills: Polished presentation ability whether leading a 1:1 discovery call or pitching a buying committee over Zoom.

• Value-driven negotiation ability: Confidence in guiding commercial discussions, overcoming objections, and defending software value to secure win-win agreements.

• Tech agility: Proficiency navigating a modern revenue tech stack, including Salesforce (SFDC), Zoom, and digital sales tools.

• Education: Bachelor's degree preferred, or equivalent relevant practical experience (High School Diploma or GED required).

• 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.

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.