Account Executive - Midmarket (Dallas)

Emburse•Dallas, TX

21h

About The Position

Emburse is hiring a high-velocity Account Executive to acquire net-new logos in the Mid-Market segment, targeting businesses with 1,000 to 3,500 employees. This is a closing role with responsibility for the full sales cycle, from initial conversation through negotiation and close. Marketing and SDR teams generate up to 75% of pipeline; the Account Executive is expected to self-source the remaining 25%. The role sells Emburse’s AI-powered financial operations platform to CFOs, VPs of Finance, AP operations leaders, and their teams. The Account Executive develops territory strategy, leads consultative conversations and product demonstrations, quantifies business value, navigates complex buying committees, and maintains accurate forecasting and CRM records. The position has a direct impact on top-line revenue growth through net-new customer acquisition. Emburse describes itself as a finance technology company serving more than 12 million users across 120 countries. It promotes competitive pay, flexible work, and an inclusive, collaborative environment. The company may use AI tools to support parts of its hiring process, but final decisions are made by humans.

Requirements

At least 3 years of full-cycle B2B SaaS sales experience in mid-market or commercial segments; financial software or FinTech experience is preferred in the posting.
A proven record of exceeding quota and consistently closing five- and six-figure ARR deals, with new-logo sales central to results rather than renewals.
Strong business and financial acumen, including the ability to analyze AP and expense workflows and discuss ROI, working capital, and operating efficiency with CFOs.
Demonstrated ability to engage C-level executives and their direct reports, earn trust, and drive multi-threaded deals.
Ability to self-source outbound pipeline while also working with SDR and inbound support.
Technical fluency with Salesforce, Outreach, Gong, and modern sales technology, as well as experience using AI in a sales motion.

Nice To Haves

Experience selling financial software or FinTech solutions.
Experience in a fast-paced, PE-backed environment.

Responsibilities

Own the full sales cycle, from the first conversation through negotiation and close, to land net-new mid-market customers.
Convert pipeline from marketing and SDR teams into revenue while self-sourcing the remaining 25% through targeted strategic outbound.
Develop and execute a territory plan that prioritizes accounts, buying committees, and timing; partner with SDRs and channel partners while creating pipeline.
Engage C-level executives and their direct reports through consultative conversations and product demonstrations tailored to finance and AP leaders.
Analyze AP and expense workflows, build ROI cases based on risk, compliance, and margin, and defend the business case to senior finance leaders.
Map complex buying committees, establish executive sponsorship, and negotiate to achieve high-margin outcomes.
Maintain accurate Salesforce forecasts and CRM hygiene, and provide real-time market feedback to sales leadership.