<h2 style="line-height: 1.2; margin-top: 18pt; margin-bottom: 4pt;"><strong><span style="font-size: 17pt; font-family: Arial, sans-serif;">About Emburse</span></strong></h2>
<p style="line-height: 1.2; margin-top: 12pt; margin-bottom: 12pt;"><span style="font-size: 11pt; font-family: Arial, sans-serif;">At Emburse, we help organizations take control of their </span><strong><span style="font-size: 11pt; font-family: Arial, sans-serif;">spendβfrom travel and expense to invoice automation, payments, and corporate cards</span></strong><span style="font-size: 11pt; font-family: Arial, sans-serif;">. Our platform empowers finance teams to operate with greater visibility, efficiency, and confidence.</span></p>
<p style="line-height: 1.2; margin-top: 12pt; margin-bottom: 12pt;"><span style="font-size: 11pt; font-family: Arial, sans-serif;">With a global customer base and a modern, integrated suite of solutions, Emburse is redefining how businesses manage and optimize spend.</span></p>
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<h2 style="line-height: 1.2; margin-top: 18pt; margin-bottom: 4pt;"><strong><span style="font-size: 17pt; font-family: Arial, sans-serif;">Role Overview</span></strong></h2>
<p style="line-height: 1.2; margin-top: 12pt; margin-bottom: 12pt;"><span style="font-size: 11pt; font-family: Arial, sans-serif;">As an Account Executive at Emburse, you will be responsible for driving new business growth by engaging and closing opportunities within organizations of 30 - 1000. </span></p>
<p style="line-height: 1.2; margin-top: 12pt; margin-bottom: 12pt;"><span style="font-size: 11pt; font-family: Arial, sans-serif;">Youβll operate within a defined territory, leveraging a structured sales process and partnering cross-functionally to deliver value-driven outcomes for finance leaders. This role requires a strong balance of </span><strong><span style="font-size: 11pt; font-family: Arial, sans-serif;">pipeline generation, deal execution, and strategic account engagement</span></strong><span style="font-size: 11pt; font-family: Arial, sans-serif;">.</span></p>
<p style="line-height: 1.2; margin-top: 12pt; margin-bottom: 12pt;"><span style="font-size: 11pt; font-family: Arial, sans-serif;">This position carries an </span><strong><span style="font-size: 11pt; font-family: Arial, sans-serif;">annual quota of $350k - $550k </span></strong><span style="font-size: 11pt; font-family: Arial, sans-serif;">and aligns to our </span><span style="font-size: 11pt; font-family: Arial, sans-serif;">go-to-market motion.</span></p>
What Youβll Do
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Own the full sales cycle from prospecting through close across Emburseβs full suite:
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Travel & Expense Management
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AP / Invoice Automation
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Payments / Corporate Cards
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Build and maintain a healthy pipeline through a mix of inbound and outbound efforts
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Develop and execute a territory strategy to drive consistent revenue growth
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Lead discovery conversations to understand customer pain points across finance, AP, and expense workflows
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Position Emburseβs platform by clearly articulating business value and ROI
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Deliver tailored product demonstrations to finance stakeholders and executive buyers
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Navigate complex sales cycles by building multi-threaded relationships, including CFOs, Controllers, and AP leaders
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Partner with internal teams (Sales Engineering, Marketing, Customer Success, Channel) to advance and close opportunities
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Collaborate with channel and integration partners to source and accelerate deals
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Maintain accurate pipeline visibility and forecasting in Salesforce (SFDC)
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Consistently meet or exceed monthly, quarterly, and annual targets
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Provide feedback on market trends, competitive positioning, and product insights
What Weβre Looking For
Required:
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5β7+ years of experience selling SaaS solutions, ideally in financial or spend management software
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Proven track record of closing five- and six-figure ARR deals
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Experience selling into organizations of (insert segment-relevant company size)
Preferred:
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Experience selling Expense, AP/Invoice Automation, Payments, or Card solutions
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Strong track record of consistently exceeding quota
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Experience selling to finance personas (CFO, Controller, Head of AP, Finance Ops)
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Familiarity with MEDDPICC, Challenger, or similar methodologies, ROI Based value selling
Core Competencies
Sales Execution
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Prospecting and pipeline generation
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Discovery and needs analysis
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Value-based selling and ROI articulation
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Objection handling and competitive positioning
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Negotiation and closing
Business & Financial Acumen
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Understanding of finance operations, including AP, expense, and payments workflows
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Ability to diagnose inefficiencies and align Emburse solutions to measurable outcomes
Communication & Influence
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Strong executive presence and presentation skills
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Ability to challenge and guide customers toward better business decisions
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Excellent written and verbal communication
Operational Discipline
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Strong CRM hygiene and forecasting accuracy
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Effective time and territory management
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Detail-oriented with clear follow-through
Collaboration & Drive
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Team-oriented mindset with cross-functional collaboration
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Resourceful, proactive, and results-driven
Why Emburse
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Sell a comprehensive, integrated platform across Travel, Expense, AP, Payments, and Cards
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Engage with high-impact finance leaders solving mission-critical problems
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Be part of a high-growth environment with strong leadership and clear GTM strategy
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Competitive compensation, benefits, and career growth opportunities