Senior Account Executive

Emburse, Inc.; Boston (MA); Remote; USD 150,000 - 190,000; Full time

Job summary

Emburse is seeking a commercially driven sales leader to expand our presence in Italy and Southern Europe. You will open new markets, build strategic partnerships with ERP ecosystem players, and engage senior decision-makers across HR, Finance, Procurement, and IT.

This is a senior individual contributor role with autonomy to develop your territory. You will own the full sales cycle, drive predictable revenue, and maintain CRM discipline in Salesforce, while collaborating with internal

Qualifications

• 10+ years of sales experience in SaaS/FinTech or related enterprise tech.
• Proven hunter with ability to open new markets and acquire customers.
• Experience selling to HR, Finance, Procurement, and IT stakeholders.
• Strong partner-channel experience with ERP ecosystems (Microsoft, Oracle, etc.).
• Proven track record with senior decision-makers and revenue growth.
• Fluent in Italian and English; Spanish a plus. willing to travel to Rome/Milan.

Responsibilities

• Drive new business in the Italian market, building pipeline and revenue.
• Develop and activate channel partnerships with ERP-related providers.
• Engage senior stakeholders across HR, Finance, Procurement, and IT.
• Grow strategic accounts and expand product adoption and revenue.
• Expand market opportunities in TMC, travel agency, Reshop, and analytics.
• Manage full sales cycle from prospecting to closing, with accurate forecasting.
• Maintain CRM data in Salesforce and deliver regular reporting.
• Collaborate with cross-functional teams to advance opportunities.

Skills

Hunter mentality

New business development

Pipeline management

Forecasting & reporting

CRM discipline (Salesforce)

Remote work capability

Language fluency: Italian & English

Tools

Salesforce

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.

The opportunity

We’re looking for a commercially driven, entrepreneurial sales professional to drive new business development and expand our presence in the Italian market.

This is a senior individual contributor role for someone who thrives on opening doors, building strategic partnerships, and turning opportunities into measurable revenue. You’ll combine a strong hunter mentality with the ability to develop long-term relationships with strategic customers and partners.

Partner-led growth will be a key part of the strategy, making your ability to build relationships across the channel ecosystem particularly important. You’ll have the autonomy to develop your territory, identify new opportunities, and contribute directly to Emburse’s growth in Italy, with potential exposure to other Southern European markets.

What you´ll do

• Drive new business: Identify, prospect, and win new customers across the Italian market, building pipeline and generating revenue through a proactive, hunter-led approach.

• Develop strategic partnerships: Build and activate relationships with channel partners, including ERP-related technology providers, consulting partners, and other relevant ecosystem players.

• Engage senior decision-makers: Develop trusted relationships with stakeholders across HR, Finance, Procurement, and IT, connecting their business needs with Emburse’s solutions.

• Grow strategic accounts: Identify opportunities to expand existing relationships, increase product adoption, and generate additional revenue.

• Expand market opportunities: Help grow the travel management company (TMC) and travel agency segment, including opportunities related to Reshop and Emburse’s analytics solutions.

• Build a strong pipeline: Manage the full sales cycle, from prospecting and qualification through negotiation and closing.

• Deliver predictable results: Consistently achieve or exceed sales targets through disciplined pipeline management, accurate forecasting, and proactive account planning.

• Maintain CRM excellence: Use Salesforce to maintain accurate opportunity data, track activity, and deliver timely weekly and quarterly reporting.

• Collaborate cross-functionally: Work closely with internal stakeholders to strengthen partner relationships, progress opportunities, and support the company’s growth strategy.

What we´re looking for

• 10+ years of successful sales experience, ideally within SaaS, FinTech, or enterprise technology solutions.

• A proven hunter mentality, with a strong track record of opening new markets, acquiring customers, and generating new business.

• Experience selling solutions to HR, Finance, Procurement, and/or IT stakeholders.

• Strong partner-channel experience, ideally with an established network across Microsoft, Oracle, or other ERP-related ecosystems.

• A track record of building and maintaining relationships with senior decision-makers and converting those relationships into commercial opportunities.

• Demonstrated success in achieving or exceeding sales targets, supported by measurable results and, ideally, sales awards or President’s Club recognition.

• Strong commercial acumen and the ability to manage strategic accounts while continuously developing new business.

• Excellent pipeline management, forecasting, and reporting skills, with a disciplined approach to CRM usage.

• The ability to work autonomously in a remote environment, take ownership of a territory, and operate effectively in a fast-moving, growth-oriented business.

• Fluency in Italian and English. Spanish would be an advantage.

• Willingness to travel for business meetings and partner engagement, including trips to Rome and Milan.

Why Emburse?

• 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.