Account Executive, SMB
The posting
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.
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.
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.
Where you can sell from
Fully remote, for people based in United States.
Taken from Emburse's own posting, last seen live on 30 Oct 2026.
The application
Your details and CV, then 8 questions (5 written).
- 1.Are you eligible to work for any employer in the US?Yes or no
- 2.Do you now, or will you in the future, require visa sponsorship/transfer (H1B, OPT, etc.) to work in the US? Our company does not offer visa sponsorship for this position. All candidates must be authorized to work in the U.S. without the neYes or no
- 3.What are your salary requirements? Please be specific - do not list 'negotiable'Written answer
- 4.Do you have direct software sales experience?Yes or no
- 5.What was your last quota and how did you perform against it?Written answer
- 6.Have you used AI as a part of your sales motions in the past? If yes, please describe what tools you have used and how you've used them.Written answer
- 7.Do you have direct experience selling to financial buyers like CFO/VP of Finance? If so, please describe.Written answer
- 8.What differentiates you from other sales candidates and makes you stand out?Written answer
From Emburse's apply page, checked 30 Oct 2026.
About Emburse
Expense, corporate travel and accounts payable software for finance teams, from small businesses to global enterprises.
Pay schedule: Employment on Emburse's payroll; the postings themselves say nothing about how pay is structured.
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