Account Executive, SMB

Emburse

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 focuses on selling Emburse’s AI-powered expense management platform, using inbound leads and outbound prospecting to build pipeline, exceed revenue targets, and help customers modernize financial operations. The Account Executive manages deals from prospecting and discovery through product demonstrations, negotiation, and closing. They advise finance leaders on accounts payable and expense workflows, develop referral and channel relationships, plan territory activity, share market insights, and contribute to team performance by mentoring incoming sales executives. The posting describes competitive pay, flexible work, and an inclusive, collaborative environment.

Requirements

1–3+ years of B2B sales experience, including prospecting, qualifying, and closing.
Demonstrated quota achievement and a track record of 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 for discovery calls and presentations to buying committees.
Ability to lead commercial discussions, overcome objections, and defend software value to secure agreements.
Proficiency with modern sales technology, including Salesforce (SFDC), Zoom, and digital sales tools.
High school diploma or GED required, or equivalent relevant practical experience.
Experience using generative AI tools for sales workflows, such as meeting intelligence, account research, personalized outreach, or pipeline forecasting.

Nice To Haves

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

Responsibilities

Manage end-to-end deal execution, from prospecting and discovery through demonstrations, value negotiation, and closing.
Build pipeline using qualified inbound leads and outbound prospecting across phone, email, video, and social channels.
Deliver virtual product demonstrations tailored to finance leaders, controllers, and CFOs.
Develop expertise in accounts payable and expense workflows to identify operational friction and position Emburse as an ROI driver.
Cultivate referral networks and partner or channel alliances to generate sales opportunities.
Create and execute territory business plans by mapping opportunities and prioritizing high-yield accounts in collaboration with sales leadership.
Represent Emburse at industry events, gather competitive feedback, and share deal strategies in weekly pipeline reviews.
Mentor incoming sales executives and share effective sales tactics with the team.