Senior Lead Account Executive - Enterprise

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.

We’re looking for a high-impact Senior Lead Account Executive to drive new business across large, complex enterprise organizations (3,500+ employees). In this role, you’ll own the full sales cycle, engaging senior finance leaders and navigating multi-stakeholder environments to close high-value deals. This is an opportunity for a strategic, consultative seller who thrives in complexity, builds strong executive relationships, and consistently delivers results.

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