Account Executive, SMB

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.

Are you an ambitious, high-performing sales professional ready to accelerate your career in enterprise fintech? As an Account Executive, SMB, you will own the full sales lifecycle targeting high-growth organizations with 201 to 1,000 employees. Backed by cutting-edge expense management solutions, warm inbound channels, and hands-on sales leadership, you will have the runway, modern tools, and strategic territory needed to consistently surpass revenue targets.

What You Will Do:

• Drive the full sales lifecycle: Manage end-to-end deal execution—from prospecting and high-impact discovery calls to solution demos, value negotiation, and closing.
• Build and command a robust pipeline: Combine inbound qualified leads with disciplined outbound multi-channel prospecting (phone, email, video, and social) to exceed pipeline coverage targets.
• Deliver high-impact product demonstrations: Showcase Emburse’s SaaS platform through compelling virtual presentations tailored to finance leaders, controllers, and CFOs.
• Serve as a trusted industry advisor: Master the mechanics of Accounts Payable (AP) and expense workflows to diagnose operational friction and position Emburse as a vital ROI driver.
• Expand through strategic channels: Cultivate referral networks and partner/channel alliances to generate high-conversion deal opportunities.
• Execute territory business plans: Map market opportunities, prioritize high-yield accounts, and collaborate with sales leadership to accelerate deal velocity.
• Champion market insights: Represent Emburse at industry events, gather competitive feedback from the front lines, and share deal strategies in weekly pipeline reviews.
• Elevate the sales floor: Act as a team culture carrier by mentoring incoming sales executives and sharing winning tactics across the floor.

What You Will Bring:

• 1–3+ years of B2B sales experience with a proven background in prospecting, qualifying, and closing (SaaS, fintech, or cloud solution experience strongly preferred).
• Demonstrated quota achievement: A track record of hitting or exceeding performance benchmarks and building pipeline from scratch.
• Business and financial acumen: Curiosity about how corporate finance functions operate, particularly AP, expense automation, and operational cost controls.
• Commanding communication skills: Polished presentation ability whether leading a 1:1 discovery call or pitching a buying committee over Zoom.
• Value-driven negotiation ability: Confidence in guiding commercial discussions, overcoming objections, and defending software value to secure win-win agreements.
• Tech agility: Proficiency navigating a modern revenue tech stack, including Salesforce (SFDC), Zoom, and digital sales tools.
• Education: Bachelor’s degree preferred, or equivalent relevant practical experience (High School Diploma or GED required).
• AI-enabled sales proficiency: Experience with leveraging generative AI tools (e.g., meeting intelligence, account research, hyper-personalized outreach, or pipeline forecasting) to streamline workflows and boost selling efficiency.