Account Executive, SMB (Dallas)

Emburse•Dallas, TX

About The Position

Emburse is hiring an Account Executive, SMB, to own the full sales lifecycle for high-growth organizations with 201 to 1,000 employees. The role combines qualified inbound leads with disciplined outbound prospecting and uses Emburse’s AI-powered expense management solutions to help organizations modernize financial operations, improve visibility, and optimize spending. The position is supported by hands-on sales leadership, sales tools, and a strategic territory, with an emphasis on consistently exceeding revenue targets. The Account Executive will manage opportunities from prospecting and discovery through demonstrations, negotiation, and closing. They will advise finance leaders on Accounts Payable and expense workflows, build referral and partner relationships, plan territory activity, share market insights, and contribute to team development by mentoring incoming sales executives.

Requirements

1–3+ years of B2B sales experience, including prospecting, qualifying, and closing.
A demonstrated record of meeting or exceeding quotas or performance benchmarks and building pipeline from scratch.
Business and financial acumen, including curiosity about corporate finance, Accounts Payable, expense automation, and operational cost controls.
Strong communication and presentation skills, including the ability to lead discovery calls and present to buying committees over Zoom.
Ability to guide commercial discussions, overcome objections, and defend software value to reach mutually beneficial agreements.
Proficiency with modern sales technology, including Salesforce (SFDC), Zoom, and digital sales tools.
High school diploma or GED required; a bachelor’s degree is preferred, or equivalent relevant practical experience.
Experience using generative AI tools, such as meeting intelligence, account research, personalized outreach, or pipeline forecasting, to improve sales workflows.

Nice To Haves

Experience with SaaS, fintech, or cloud solutions.
Bachelor’s degree.

Responsibilities

Manage end-to-end sales execution, from prospecting and discovery through product demonstrations, value negotiation, and closing.
Build pipeline using qualified inbound leads and outbound phone, email, video, and social prospecting, and exceed pipeline coverage targets.
Present tailored virtual demonstrations of Emburse’s SaaS platform to finance leaders, controllers, and CFOs.
Develop expertise in Accounts Payable and expense workflows to diagnose operational challenges and demonstrate the platform’s value and ROI.
Cultivate referral networks and partner or channel alliances to generate qualified opportunities.
Develop territory business plans, identify market opportunities, prioritize accounts, and work with sales leadership to accelerate deals.
Represent Emburse at industry events, gather competitive feedback, and share deal strategies during weekly pipeline reviews.
Mentor incoming sales executives and share effective sales tactics with the team.