Sales Executive New Business - Nordics

Emburse, Inc.; United States; On-site; USD 131,000 - 151,000; Full time

Job summary

Emburse is seeking a high-impact Sales Executive to spearhead our footprint in the Nordic region. You will prospect, build relationships with enterprise customers, and close high-value ARR deals through strategic, MEDDPICC/Challenger-based selling.

You’ll collaborate with global GTM, product, and finance teams to design tailored approaches and accelerate revenue in a rapidly evolving market. Ideal candidates have 8+ years in enterprise sales, a proven track record of closing complex cycles, and

Qualifications

• 8+ years of enterprise sales experience closing ARR licenses.
• Experience in closing high-value deals and complex cycles.
• Proven track record of meeting/quota targets.
• Fluent English, Swedish or Danish is required.
• Experience with MEDDPICC and Challenger Sales is a plus.

Responsibilities

• Build Emburse footprint in Nordic market and drive revenue.
• Prospect, generate leads, and develop enterprise relationships.
• Lead complex negotiations with legal/finance teams.
• Create tailored sales strategies and campaigns with marketing.
• Collaborate with global GTM, product, and operations to deliver solutions.

Skills

Enterprise sales experience

Closing ARR deals

Strategic thinking

Quota attainment

Excellent communication

Data-driven decision making

Prospecting

Job description

Who We Are:

At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, 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.

This is a foundational hire for Emburse in the region, a quota bearing role that requires a true strategic hunter/ networker mentality to succeed. The Sales Executive will focus on building Emburse’s footprint in the Nordic region, build relationships, prospect and close deals with enterprise companies. Through a defined sales process (MEDDPICC/ Challenger Sales) and partnership with key sales leaders, they will strive to meet and exceed quarterly and annual sales goals.

What you will do :

• Take ownership of building Emburse’s footprint in the Nordic market. Your efforts will not only drive revenue growth but also lay the foundation for the future of Emburse’s go-to-market (GTM) strategy in the region.
• Prospect and generate leads: Identify and target potential enterprise customers through market analysis, research, networking, and proactive outreach. Build meaningful relationships with prospects to grow pipeline and revenue.
• Navigate and close complex deal cycles: Lead the charge on high-value negotiations, addressing challenges, and securing agreements. Work closely with sales, legal and finance teams to finalize contracts swiftly and accurately.
• Craft and execute sales strategies: Develop tailored strategies to meet and exceed sales targets. Design compelling sales presentations and proposals, and partner with marketing to create campaigns that resonate with enterprise customers in the region.
• Collaborate cross-functionally: Work hand-in-hand with Emburse’s global GTM team, as well as product, technical, and operations teams, to deliver Emburse’s leading solutions in the Nordics. Be an active participant in shaping and growing Emburse’s footprint and strategy in the region.

What you will bring:

• We’re looking for an experienced sales leader who is not only a skilled closer but also a strategic thinker ready to define and expand Emburse’s presence in the Nordics.
• Enterprise sales expertise: 8+ years of experience in customer-facing enterprise sales roles, with a proven ability to identify, close, and scale relationships with large accounts.
• Proven track record of closing ARR license deals and led complex deal cycles from start to finish.
• Comfort operating in a scrappy, startup environment, while plugging into a larger pan-European team
• A well managed career exceeding quotas
• Exceptional communication skills: Strong verbal and written communication abilities, fluent Swedish/ Danish/ English is a must, enabling you to effectively engage with both technical and non-technical audiences, from executives to cross-functional teams.
• Data-driven decision-making: A keen ability to analyze market trends, uncover opportunities, and make informed, strategic decisions that drive results.
• Proven prospecting success: A track record of identifying and engaging potential enterprise customers through thoughtful research, networking, and proactive outreach.

Even better if you bring:

• Industry knowledge: Familiarity with the travel and expense management/ AP solutions landscape, including key players, emerging trends, and market dynamics.
• Experience selling complex Saas solutions to C-Suite and Finance personas
• Experience with MEDDPICC and Challenger Sales

£99,000 - £114,000 a year

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.