Account Executive - Velocity

Remote; San Francisco (CA); On-site; USD 90,000 - 150,000; Full time

Job summary

Emburse, a leader in expense intelligence, seeks an Account Executive to close deals with companies under 200 employees. You will manage the full sales cycle, articulate Emburse value, and develop territory plans to drive revenue growth.

You’ll build influential relationships, demonstrate Emburse solutions, collaborate with channel partners, and consistently meet or exceed quotas. Knowledge of MEDDPICC and Challenger Sale is a plus.

Qualifications

• 3+ years of experience selling financial SaaS solutions to small teams (≤200 employees).
• Proven track record of closing ARR license deals and exceeding quotas.
• Experience with MEDDPICC and Challenger Sale is highly preferred.

Responsibilities

• Own all aspects of the sales cycle from pipeline sourcing to closing.
• Articulate Emburse services, benefits, and processes to potential clients.
• Develop territory plans and growth strategies to expand revenue.
• Build influential relationships through partner/channel networking.
• Demonstrate Emburse SaaS solutions with strong presentation skills.
• Collaborate with management and channel partners to drive opportunities.

Skills

SaaS sales

Sales cycle management

MEDDPICC

Challenger Sale

CRM (SFDC)

Presentation skills

Negotiation

Education

Bachelor's degree or equivalent

Tools

SFDC (Salesforce)

Zoom

Job description

Defining the future of work & living globally

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.

Account Executives will focus on finding and closing deals with companies under 200 employees in size. Through a defined sales process and partnership with key sales leaders, Account Executives and Senior Account Executives will strive to meet and exceed quarterly and annual sales goals.

What You'll do:

Responsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closing

Articulate 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 plan

Create and execute sales strategies to grow revenues within the customer base as well as through new customer acquisition

Develop influential relationships and sales leads through partner/channel and other open networking efforts

Effectively demonstrate Emburse SaaS solutions with strong presentation skills

Effectively lead sales opportunities throughout the entire sales process

Collaborate with sales management on sales opportunities and obstacles

Promote partner sales development efforts by meeting and communicating with Channel Partners regularly

Participate in company-organized sales and marketing events as required

SME in Expense Management

Work both inbound and outbound leads to generate a robust pipeline of large-size businesses

Present Emburse's solutions via web presentation to potential clients

Learn and develop new, creative sales techniques and strategies

Position yourself to understand the AP, Expense and Business needs of a Mid Market level business

Meet or exceed monthly sales targets according to sales plan

Maintain an adequate number of new prospect meetings and continuously building a pipeline to exceed quarterly and annual business objectives

Participate in weekly sales meetings and articulate market feedback to management

Assess market opportunities and develop territory plan to meet revenue objectives

Range of $600-$1M Yearly Quota

What We're Looking For:

Undergraduate College Degree preferred or equivalent years of relevant experience may substitute

3+ years of experience selling financial SaaS solutions to companies with a maximum of 200 employees

Proven track record of closing ARR license deals preferred

Proven track record of consistently finishing above annual quota

Knowledge of travel and expense and/or AP/Payments management industry highly preferred

Experience selling to finance personas

Experience with MEDDPICC, Challenger Sale

Ability to set, manage and document agreed outcomes of successful meetings

Keen curiosity about businesses, how they work and specifically AP/Finance/Expense operations

Excellent communication skills, including one on one, small virtual setting and in front of a larger group

Ability to analyze AP/Expense processes to determine the best solution fit

Technology skills and proven ability to use email, Zoom, SFDC, other sales tools as needed to increase sales efficiency

Comfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for Emburse

Ability to work with internal and external partners to a mutually agreed outcome

Strong ability to quantify and articulate value, overcome objections prospecting (research and outreach)

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.