Account Executive - Midmarket

Emburse

About The Position

At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, 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 are hiring a high-velocity Account Executive to lead net new logo acquisition across our Mid-Market segment. This is a closing role for a true hunter, backed by a real engine: our marketing and SDR teams generate up to 75% of your pipeline, and you are expected to self-source the other 25%. That balance is intentional. You get the support of a world-class demand generation machine, and we get an AE who never waits for pipeline to arrive. You will own the full sales cycle, sell directly to CFOs, VPs of Finance, and their teams, and have a direct, measurable impact on top-line revenue growth. The bar here is high. We are building a team of overachievers, and we are selective about who joins it.

Requirements

3+ years of full-cycle B2B SaaS sales experience in mid-market or commercial segments, ideally in financial software or FinTech.
A proven track record of overachieving quota and consistently closing 5-figure and 6-figure ARR deals, with new logos, not renewals, at the center of your results.
Strong business and financial acumen. You can dissect AP and expense workflows, debate ROI, working capital, and operating efficiency, and hold your own with a CFO.
Executive presence. Demonstrated ability to engage C-level executives and their direct reports, earn trust quickly, and drive multi-threaded deals.
Mastery of self-sourced outbound prospecting alongside SDR and inbound support, you know how to build pipeline momentum on your own.
Technical fluency with Salesforce, Outreach, Gong, and modern sales tech stacks.

Responsibilities

Own the full sales cycle, from first conversation through negotiation and close, landing net-new mid-market logos.
Convert pipeline into revenue. Work the opportunities our marketing and SDR engine delivers (up to 75% of your pipeline) while self-sourcing the remaining 25% through targeted, strategic outbound.
Develop and execute a territory plan that prioritizes the right accounts, buying committees, and timing, partnering with SDRs and channel partners while driving your own pipeline creation.
Engage credibly with C-level executives and their direct reports, leading consultative conversations and product demonstrations tailored to CFOs, VPs of Finance, and AP operations leaders.
Quantify business value. Analyze complex AP and expense workflows, build ROI cases grounded in risk, compliance, and margin, and defend them in front of senior finance leaders.
Map complex buying committees, establish executive sponsorship, and navigate tough negotiations to drive high-margin outcomes.
Maintain accurate Salesforce forecasting and CRM hygiene, and provide real-time market feedback to sales leadership.