Senior Lead Account Executive - Enterprise

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
• Bonus if you have:

• 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

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