The Role
Own the full sales cycle for net-new mid-market SaaS customers, from prospecting and discovery through negotiation and close. Develop territory plans, self-source pipeline, engage CFOs and finance executives, conduct tailored product demonstrations, quantify ROI, navigate complex buying committees, and maintain accurate Salesforce forecasts. The role focuses on closing five- and six-figure ARR deals and consistently exceeding quota.
Summary Generated by Built In
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 are hiring a high-velocity Account Executive to lead net new logo acquisition across our Mid-Market
segment, focused on selling to businesses between 1000 and 3500 employee headcounts. 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%. That balance is intentional. You get the support of a world-class demand generation machine, and we get an AE who
never waits for pipeline to arrive.
segment, focused on selling to businesses between 1000 and 3500 employee headcounts. 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%. That balance is intentional. You get the support of a world-class demand generation machine, and we get an AE who
never waits for pipeline to arrive.
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. The bar here is high. We are building a team of overachievers, and we are selective about who joins it.
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. Work 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. Analyze complex AP and expense workflows, build ROI cases grounded in
risk, compliance, and margin, and defend 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.
What You WIll Bring
• 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. You can dissect AP and expense workflows, debate ROI,
working capital, and operating efficiency, and hold your own with a CFO.
• Executive presence. 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, you know how
to build pipeline momentum on your own.
• Technical fluency with Salesforce, Outreach, Gong, and modern sales tech stacks and experience using AI as part of your sales motion.
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. You can dissect AP and expense workflows, debate ROI,
working capital, and operating efficiency, and hold your own with a CFO.
• Executive presence. 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, you know how
to build pipeline momentum on your own.
• Technical fluency with Salesforce, Outreach, Gong, and modern sales tech stacks and experience using AI as part of your sales motion.
Who You Are
• A True Hunter: You appreciate a strong pipeline engine behind you, but you never depend on it.
Building your own momentum is instinct, not obligation.
• Financially Fluent: You speak the language of finance leaders, risk, compliance, margin, and
working capital, and use it to reframe how prospects think about spend.
• An Overachiever: Hitting your number is the floor, not the goal. Your track record shows a pattern
of exceeding targets, not just meeting them.
• Resilient and Resourceful: You thrive in fast-paced, PE-backed environments where speed,
execution, and adaptability win the day.
• A Skilled Negotiator: You comfortably push back to protect contract value while securing win-win
outcomes.
Building your own momentum is instinct, not obligation.
• Financially Fluent: You speak the language of finance leaders, risk, compliance, margin, and
working capital, and use it to reframe how prospects think about spend.
• An Overachiever: Hitting your number is the floor, not the goal. Your track record shows a pattern
of exceeding targets, not just meeting them.
• Resilient and Resourceful: You thrive in fast-paced, PE-backed environments where speed,
execution, and adaptability win the day.
• A Skilled Negotiator: You comfortably push back to protect contract value while securing win-win
outcomes.
Why This Role
• Real pipeline support: Up to 75% of your pipeline is generated for you. Your time goes into closing,
not just hunting for at-bats.
• Product-market fit: An AI-native platform solving a universal finance problem, with a value
proposition CFOs immediately understand.
• A high-performance team: You will be surrounded by people who hold the same bar you do, and
led by a hiring manager who is directly invested in your success.
• Direct impact: Net new logo acquisition is the growth engine of the business. Your wins are visible,
valued, and rewarded.
not just hunting for at-bats.
• Product-market fit: An AI-native platform solving a universal finance problem, with a value
proposition CFOs immediately understand.
• A high-performance team: You will be surrounded by people who hold the same bar you do, and
led by a hiring manager who is directly invested in your success.
• Direct impact: Net new logo acquisition is the growth engine of the business. Your wins are visible,
valued, and rewarded.
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.
Shape your future & find what’s next at Emburse.
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.
Skills Required
- 3+ years of full-cycle B2B SaaS sales experience in mid-market or commercial segments
- Experience in financial software or FinTech
- Proven record of exceeding quota
- Experience closing five-figure and six-figure ARR net-new logo deals
- Strong business and financial acumen, including AP, expense workflows, ROI, working capital, and operating efficiency
- Experience engaging C-level executives and managing multi-threaded deals
- Mastery of self-sourced outbound prospecting
- Technical fluency with Salesforce, Outreach, Gong, and modern sales technology
Am I A Good Fit?
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The Company
What We Do
Emburse humanizes work by empowering business travelers, finance professionals and CFOs to eliminate manual, time-consuming tasks so they can focus on what matters most. Emburse brings together some of the world’s most powerful and trusted expense and AP automation solutions, including Abacus, Captio, Certify, Chrome River, Nexonia and Tallie. The company’s innovative offerings, which are uniquely tailored for specific industries, company sizes, and geographies, are trusted by more than 4.5 million users in more than 120 countries. Over 14,000 customers, from start-ups to global enterprises, including Boot Barn, Grant Thornton, Telefónica, Lufthansa Systems, and Toyota rely on Emburse to make faster, smarter decisions, empower business travelers to recapture lost nights and weekends spent doing tedious expense management, and help make users’ lives -- and their businesses -- better.
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