The opportunity
We’re looking for a commercially driven, entrepreneurial sales professional to drive new business development and expand our presence in the Italian market.
This is a senior individual contributor role for someone who thrives on opening doors, building strategic partnerships, and turning opportunities into measurable revenue. You’ll combine a strong hunter mentality with the ability to develop long-term relationships with strategic customers and partners.
Partner-led growth will be a key part of the strategy, making your ability to build relationships across the channel ecosystem particularly important. You’ll have the autonomy to develop your territory, identify new opportunities, and contribute directly to Emburse’s growth in Italy, with potential exposure to other Southern European markets.
What you´ll do
Drive new business: Identify, prospect, and win new customers across the Italian market, building pipeline and generating revenue through a proactive, hunter-led approach.
Develop strategic partnerships: Build and activate relationships with channel partners, including ERP-related technology providers, consulting partners, and other relevant ecosystem players.
Engage senior decision-makers: Develop trusted relationships with stakeholders across HR, Finance, Procurement, and IT, connecting their business needs with Emburse’s solutions.
Grow strategic accounts: Identify opportunities to expand existing relationships, increase product adoption, and generate additional revenue.
Expand market opportunities: Help grow the travel management company (TMC) and travel agency segment, including opportunities related to Reshop and Emburse’s analytics solutions.
Build a strong pipeline: Manage the full sales cycle, from prospecting and qualification through negotiation and closing.
Deliver predictable results: Consistently achieve or exceed sales targets through disciplined pipeline management, accurate forecasting, and proactive account planning.
Maintain CRM excellence: Use Salesforce to maintain accurate opportunity data, track activity, and deliver timely weekly and quarterly reporting.
Collaborate cross-functionally: Work closely with internal stakeholders to strengthen partner relationships, progress opportunities, and support the company's growth strategy.
What we´re looking for
10+ years of successful sales experience, ideally within SaaS, FinTech, or enterprise technology solutions.
A proven hunter mentality, with a strong track record of opening new markets, acquiring customers, and generating new business.
Experience selling solutions to HR, Finance, Procurement, and/or IT stakeholders.
Strong partner-channel experience, ideally with an established network across Microsoft, Oracle, or other ERP-related ecosystems.
A track record of building and maintaining relationships with senior decision-makers and converting those relationships into commercial opportunities.
Demonstrated success in achieving or exceeding sales targets, supported by measurable results and, ideally, sales awards or President’s Club recognition.
Strong commercial acumen and the ability to manage strategic accounts while continuously developing new business.
Excellent pipeline management, forecasting, and reporting skills, with a disciplined approach to CRM usage.
The ability to work autonomously in a remote environment, take ownership of a territory, and operate effectively in a fast-moving, growth-oriented business.
Fluency in Italian and English. Spanish would be an advantage.
Willingness to travel for business meetings and partner engagement, including trips to Rome and Milan.
Skills Required
- 10+ years of successful sales experience
- Experience in SaaS, FinTech, or enterprise technology solutions
- Proven hunter mentality and track record of opening new markets, acquiring customers, and generating new business
- Experience selling to HR, Finance, Procurement, and/or IT stakeholders
- Strong partner-channel experience
- Established network across Microsoft, Oracle, or other ERP-related ecosystems
- Track record of building senior decision-maker relationships and converting them into commercial opportunities
- Demonstrated success achieving or exceeding sales targets
- Sales awards or President's Club recognition
- Strong commercial acumen and ability to manage strategic accounts while developing new business
- Excellent pipeline management, forecasting, and reporting skills
- Disciplined approach to CRM usage
- Ability to work autonomously in a remote environment and take ownership of a territory
- Fluency in Italian and English
- Spanish language proficiency
- Willingness to travel for business meetings and partner engagement, including trips to Rome and Milan
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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