The Role
Own the full enterprise sales cycle for organizations with 3,500+ employees, from strategic prospecting through contract negotiation and close. Build territory plans, generate pipeline, engage CFOs and finance leaders, manage complex buying committees, communicate ROI, and establish executive sponsorship. Maintain forecasting and CRM accuracy while partnering with Sales Engineering, Customer Success, and Marketing. Provide market insights and consistently meet or exceed revenue quotas through consultative SaaS selling.
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’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
- 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
Bonus if you have:
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
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
- 8–10+ years of experience selling SaaS solutions to enterprise organizations with 3,500+ employees
- Proven success closing six-figure-plus ARR deals in complex sales environments
- Experience selling into Finance, Accounts Payable, Payments, or Expense Management functions
- Demonstrated ability to build pipeline through strategic prospecting and outbound efforts
- Track record of meeting or exceeding quota
- Experience selling into global or highly matrixed organizations
- Familiarity with MEDDPICC, Challenger Sale, or similar methodologies
- Domain expertise in Travel and Expense, AP Automation, or Payments
- Vertical experience in Life Sciences, Manufacturing, Financial, or Technology sectors
- Proficiency with sales tools such as Salesforce, Zoom, LinkedIn Sales Navigator, and Gong
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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