[Hiring] Account Executive @Emburse

Role Description

We are hiring a high-velocity Account Executive to lead net new logo acquisition across our Mid-Market segment. This is a closing role for a true hunter, backed by a real engine: our marketing and SDR teams generate up to 75% of your pipeline, and you are expected to self-source the other 25%. You will own the full sales cycle, sell directly to CFOs, VPs of Finance, and their teams, and have a direct, measurable impact on top-line revenue growth.

What You Will Do

• Own the full sales cycle, from first conversation through negotiation and close, landing net-new mid-market logos.
• Convert pipeline into revenue by working the opportunities our marketing and SDR engine delivers (up to 75% of your pipeline) while self-sourcing the remaining 25% through targeted, strategic outbound.
• Develop and execute a territory plan that prioritizes the right accounts, buying committees, and timing, partnering with SDRs and channel partners while driving your own pipeline creation.
• Engage credibly with C-level executives and their direct reports, leading consultative conversations and product demonstrations tailored to CFOs, VPs of Finance, and AP operations leaders.
• Quantify business value by analyzing complex AP and expense workflows, building ROI cases grounded in risk, compliance, and margin, and defending them in front of senior finance leaders.
• Map complex buying committees, establish executive sponsorship, and navigate tough negotiations to drive high-margin outcomes.
• Maintain accurate Salesforce forecasting and CRM hygiene, and provide real-time market feedback to sales leadership.

Qualifications

• 3+ years of full-cycle B2B SaaS sales experience in mid-market or commercial segments, ideally in financial software or FinTech.
• A proven track record of overachieving quota and consistently closing 5-figure and 6-figure ARR deals, with new logos, not renewals, at the center of your results.
• Strong business and financial acumen, able to dissect AP and expense workflows, debate ROI, working capital, and operating efficiency.
• Demonstrated ability to engage C-level executives and their direct reports, earn trust quickly, and drive multi-threaded deals.
• Mastery of self-sourced outbound prospecting alongside SDR and inbound support.
• Technical fluency with Salesforce, Outreach, Gong, and modern sales tech stacks.

Requirements

• A True Hunter: You appreciate a strong pipeline engine behind you, but you never depend on it.
• Financially Fluent: You speak the language of finance leaders, risk, compliance, margin, and working capital.
• An Overachiever: Hitting your number is the floor, not the goal.
• Resilient and Resourceful: You thrive in fast-paced, PE-backed environments.
• A Skilled Negotiator: You comfortably push back to protect contract value while securing win-win outcomes.

Benefits

• Real pipeline support: Up to 75% of your pipeline is generated for you.
• Product-market fit: An AI-native platform solving a universal finance problem.
• A high-performance team: Surrounded by people who hold the same bar you do.
• Direct impact: Your wins are visible, valued, and rewarded.

Company Description

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.

• A Company with Momentum – We serve 12M+ users across 120 countries.
• A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI.
• A Culture That Empowers – Competitive pay, flexible work, and an inclusive environment.
• A Career That Matters – Your work drives efficiency, innovation, and smarter financial decision-making.