As an Account Executive – Velocity, you will drive full-cycle sales targeting high-growth organizations with fewer than 200 employees. In this fast-paced, high-volume environment, you will take ownership of your territory—sourcing qualified pipeline, conducting dynamic virtual demonstrations, and closing deals to consistently exceed quarterly and annual ARR targets.
We are building a modern, tech-forward sales organization. In this role, you will leverage generative AI tools and modern sales intelligence platforms alongside proven consultative frameworks to accelerate account research, personalize outreach at scale, and streamline routine administrative work—giving you more time to do what you do best: connect with buyers and close deals.
What You Will Do
Drive Full-Cycle Sales: Own opportunities end-to-end—from initial outbound discovery and inbound conversion through to negotiation and contract execution.
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).
Deliver Compelling Demos: Conduct consultative, high-impact virtual product demonstrations tailored to AP, finance, and operational pain points.
Territory & Account Strategy: Design and execute a clear territory plan to maximize market share, win new logos, and capture expansion opportunities.
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.
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.
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
SaaS Sales Experience: 3+ years of full-cycle B2B SaaS closing experience, ideally selling financial tech, spend management, travel/expense, or AP/Payments software.
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).
Persona Fluency: Comfort and credibility selling directly to finance and operational decision-makers (CFOs, Controllers, AP Directors).
Sales Methodology Rigor: Applied understanding of consultative sales frameworks such as MEDDPICC or The Challenger Sale.
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.
Consultative Communication: Exceptional active listening, objection handling, and virtual presentation skills, with the ability to quantify value and professionally navigate commercial trade-offs.
Education: Bachelor’s degree or equivalent practical sales experience.
Skills Required
- 3+ years of full-cycle B2B SaaS closing experience
- Experience meeting or exceeding quota in velocity, SMB, or mid-market sales
- Experience selling ARR license deals with short-to-medium sales cycles
- Ability to sell to finance and operational decision-makers, including CFOs, Controllers, and AP Directors
- Applied understanding of MEDDPICC or Challenger Sale methodologies
- Proficiency with Salesforce, Zoom, and sales cadence tools
- Eagerness to use generative AI tools for sales productivity and prospecting
- Strong active listening, objection handling, virtual presentation, and value-selling skills
- Bachelor's degree or equivalent practical sales experience
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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