Account Executive - Velocity

Emburse; United States; On-site; USD 90,000 - 140,000; Full time

Benefits offered by this job

Competitive pay

Flexible work

Job summary

Emburse is seeking an Account Executive to own the end-to-end sales cycle, from prospecting to closing, focusing on companies with 200 or fewer employees. You will articulate Emburse’s expense intelligence solutions, develop territorial plans, and drive revenue growth through new and existing customers.

You will build strong relationships, demonstrate products, and collaborate with Channel Partners to exceed quarterly targets, leveraging MEDDPICC and Challenger methodologies within a dynamic,

Qualifications

• Bachelor's degree preferred or equivalent years of relevant experience.
• 3+ years of experience selling financial SaaS solutions to companies with a maximum of 200 employees.
• Proven track record of closing ARR license deals.
• 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.
• Strong prospecting skills.
• Ability to set, manage and document agreed outcomes of successful meetings.
• Keen curiosity about businesses, how they work and specifically AP/Finance/Expense operations.
• Strong presentation skills.
• 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).

Responsibilities

• Manage all aspects of the sales cycle from pipeline sourcing to closing.
• Articulate Emburse's service, benefits, and processes to potential clients via phone, email, online meetings, and in-person.
• Develop understanding of territory and marketplace; develop and execute strategic territory plan.
• Create and execute sales strategies to grow revenues within existing and new customers.
• Develop relationships and leads through partner/channel networking.
• Demonstrate Emburse SaaS solutions with strong presentation skills.
• Lead opportunities through the full sales process.
• Collaborate with sales management on opportunities and obstacles.
• Engage Channel Partners regularly to promote partner sales development.
• Participate in company sales/marketing events as required.
• Position yourself to understand AP, Expense and Business needs of mid-market clients.
• Meet or exceed monthly sales targets and maintain a robust pipeline.
• Present Emburse solutions via web presentations to potential clients.

Skills

Prospecting

Closing deals

MEDDPICC

Challenger Sale

Finance SaaS

Sales strategy

Presentation skills

Communication skills

SFDC (Salesforce)

Territory management

Education

Bachelor's degree or equivalent

Tools

SFDC (Salesforce)

Zoom

Email

CRM software

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.

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. 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

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
• Strong prospecting skills
• Ability to set, manage and document agreed outcomes of successful meetings
• Keen curiosity about businesses, how they work and specifically AP/Finance/Expense operations
• Strong presentation skills
• 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
• 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.

their finance operations. 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. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.