Account Executive - Velocity

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 Will Do
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Drive Full-Cycle Sales: Own opportunities end-to-end—from initial outbound discovery and inbound conversion through to negotiation and contract execution.

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Modern Prospecting & Pipeline Generation: Build and maintain an active pipeline using multi-channel outreach, partner channels, and AI-assisted workflows (e.g., account research, tailored messaging drafts, and signal tracking).

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Deliver Compelling Demos: Conduct consultative, high-impact virtual product demonstrations tailored to AP, finance, and operational pain points.

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Territory & Account Strategy: Design and execute a clear territory plan to maximize market share, win new logos, and capture expansion opportunities.

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Consultative Value Selling: Apply rigorous qualification methodologies (e.g., MEDDPICC, Challenger) to map business needs to ROI, effectively handle objections, and negotiate win-win commercial terms.

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Accelerate Sales Velocity with AI: Integrate modern sales technology and generative AI tools into your daily workflow to summarize discovery notes, craft follow-ups, synthesize buyer feedback, and eliminate manual admin tasks.

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Collaborate & Forecast: Partner with sales leadership, marketing, and channel teams to identify market trends, mitigate deal friction, and maintain precise Salesforce (SFDC) hygiene and revenue forecasting.

What You Will Bring
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SaaS Sales Experience: 3+ years of full-cycle B2B SaaS closing experience, ideally selling financial tech, spend management, travel/expense, or AP/Payments software.

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Proven Track Record: Consistent history of meeting or exceeding quota in a velocity/SMB/Mid-Market environment (closing ARR license deals with short-to-medium sales cycles).

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Persona Fluency: Comfort and credibility selling directly to finance and operational decision-makers (CFOs, Controllers, AP Directors).

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Sales Methodology Rigor: Applied understanding of consultative sales frameworks such as MEDDPICC or The Challenger Sale .

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Tech & AI Fluency: Proficiency with core sales tools (Salesforce, Zoom, sales cadences) and an eagerness to leverage modern AI tools (e.g., ChatGPT, Claude, Gong AI, Copilot) to enhance personal productivity, prospect research, and deal execution.

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Consultative Communication: Exceptional active listening, objection handling, and virtual presentation skills, with the ability to quantify value and professionally navigate commercial trade-offs.

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Education: Bachelor’s degree or equivalent practical sales experience.