Senior Lead Account Executive – Enterprise

Jobicy; United States; Remote; USD 150,000 - 260,000; Full time

Job summary

Emburse is a leading expense intelligence platform helping organizations modernize financial ops and optimize spend. We’re seeking an senior enterprise SaaS sales professional to own the full sales cycle in large organizations and drive substantial ARR.

You'll engage CFOs and finance leaders, build strategic territory plans, manage multi-threaded buying committees, and collaborate with Sales Engineering, Customer Success, and Marketing to close complex deals and accelerate revenue growth.

Qualifications

• 8–10+ years of experience selling SaaS solutions into enterprise organizations (3,500+ employees).

Responsibilities

• Own the full sales cycle, from prospecting to close, within enterprise organizations.
• Build and execute a strategic territory plan to generate pipeline and exceed revenue targets.
• Engage CFOs and Finance leaders to understand business priorities and challenges.
• Lead complex, multi-threaded sales processes with large buying committees.
• Run discovery to uncover pain points and align solutions to measurable outcomes.
• Negotiate contracts and pricing to create strong, mutually beneficial outcomes.

Skills

Enterprise SaaS sales

Quota attainment

Executive stakeholder engagement

Negotiation

CRM & prospecting tools

Tools

Salesforce

Zoom

LinkedIn Sales Navigator

Gong

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.

What You’ll Do

• Own the full sales cycle, from prospecting to close, within enterprise organizations (3,500+ employees)
• Build and execute a strategic territory plan to generate pipeline and exceed revenue targets
• Engage senior stakeholders, including CFOs and Finance leaders, to understand business priorities and challenges
• Lead complex, multi-threaded sales processes with large buying committees
• Run thoughtful discovery to uncover pain points and align solutions to measurable business outcomes
• Clearly articulate value and ROI to drive urgency and executive buy-in
• Establish and grow executive sponsorship within key accounts
• Negotiate contracts and pricing to create strong, mutually beneficial outcomes
• Partner cross-functionally with Sales Engineering, Customer Success, and Marketing to advance deals
• Maintain accurate pipeline management, forecasting, and CRM hygiene
• Share market insights and customer feedback to help shape go-to-market strategy

What You’ll Bring

• 8–10+ years of experience selling SaaS solutions into enterprise organizations (3,500+ employees)
• Proven success closing six-figure+ ARR deals in complex sales environments
• Strong experience selling into Finance, AP, Payments, or Expense management functions
• Demonstrated ability to build pipeline through strategic prospecting and outbound efforts
• Track record of meeting or exceeding quota

Bonus if you have:

• Experience selling into global or highly matrixed organizations
• Familiarity with MEDDPICC, Challenger Sale, or similar methodologies
• Domain expertise in Travel & Expense, AP Automation, or Payments
• Vertical experience in Life Sciences, Manufacturing, Financial or Technology sectors

Who You Are

• A strategic seller who knows how to navigate and win in complex enterprise environments
• Naturally curious about how businesses operate, especially within Finance and AP functions
• Skilled at uncovering customer challenges and translating them into compelling solutions
• Confident engaging and influencing executive stakeholders
• A strong communicator—equally effective in 1:1 conversations and large presentations
• Comfortable pushing back and negotiating to drive the best outcomes
• Highly organized with strong attention to detail and time management
• Data-driven in your approach to pipeline and performance
• Proficient in leveraging sales tools (e.g., Salesforce, Zoom, LI Sales Navigator, Gong, etc.) to drive efficient, scalable sales processes
• Collaborative, resourceful, and motivated to win as part of a team

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.

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.