Account Executive - Velocity

Emburse

10d

About The Position

At Emburse, an expense intelligence leader, the Account Executive – Velocity drives full-cycle sales to high-growth organizations with fewer than 200 employees. In a fast-paced, high-volume environment, the role owns a sales territory, sources qualified pipeline, delivers virtual product demonstrations, and closes deals to meet or exceed quarterly and annual ARR targets. The position uses generative AI tools and sales intelligence platforms alongside consultative sales frameworks to accelerate account research, personalize outreach, and streamline administrative work. The Account Executive owns opportunities from outbound discovery and inbound conversion through negotiation and contract execution. The role builds pipeline through multichannel outreach, partner channels, and AI-assisted workflows; delivers demonstrations tailored to finance, accounts payable, and operational needs; and plans territory activity to win new customers and identify expansion opportunities. It applies consultative qualification and value-selling practices, integrates AI into daily sales work, collaborates with sales leadership, marketing, and channel teams, and maintains accurate Salesforce records and revenue forecasts.

Requirements

At least 3 years of full-cycle B2B SaaS closing experience.
Consistent record of meeting or exceeding quota in a velocity, SMB, or mid-market environment, closing ARR license deals with short-to-medium sales cycles.
Ability to sell to finance and operational decision-makers, including CFOs, Controllers, and AP Directors.
Applied understanding of consultative sales frameworks such as MEDDPICC or The Challenger Sale.
Proficiency with core sales tools such as Salesforce, Zoom, and sales cadences.
Exceptional active listening, objection-handling, and virtual presentation skills, including the ability to quantify value and navigate commercial trade-offs professionally.
Bachelor’s degree or equivalent practical sales experience.

Nice To Haves

Experience selling financial technology, spend management, travel and expense, or AP/Payments software.
Eagerness to use generative AI tools such as ChatGPT, Claude, Gong AI, or Copilot for productivity, prospect research, and deal execution.

Responsibilities

Own sales opportunities end-to-end, from outbound discovery and inbound conversion through negotiation and contract execution.
Build and maintain an active pipeline through multichannel outreach, partner channels, and AI-assisted workflows.
Conduct consultative virtual product demonstrations tailored to accounts payable, finance, and operational pain points.
Develop and execute territory plans to maximize market share, win new customers, and capture expansion opportunities.
Use qualification and consultative sales methodologies to connect business needs to ROI, handle objections, and negotiate commercial terms.
Use generative AI and modern sales technology to summarize discovery notes, prepare follow-ups, synthesize buyer feedback, and reduce administrative work.
Collaborate with sales leadership, marketing, and channel teams to identify market trends and mitigate deal friction.
Maintain Salesforce data hygiene and accurate revenue forecasts.