Account Executive - Midmarket (remote US)

Emburse

2d•Remote

About The Position

Emburse is hiring a high-velocity Account Executive to acquire net-new logos in the Mid-Market segment, selling to businesses with 1,000–3,500 employees. This is a closing role responsible for the full sales cycle, from first conversation through negotiation and close, and for contributing directly to top-line revenue growth. Marketing and SDR teams generate up to 75% of pipeline; the Account Executive is expected to self-source the remaining 25% through targeted outbound. 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 plans, leads consultative conversations and tailored product demonstrations, analyzes AP and expense workflows, and builds business cases based on risk, compliance, margin, working capital, and operating efficiency. The position also involves managing complex buying committees and negotiations, maintaining Salesforce forecasting and CRM hygiene, and sharing market feedback with sales leadership. Emburse describes its environment as fast-paced and PE-backed, with a high-performance team and a focus on speed, execution, and adaptability. The role is listed as remote in the United States. The company describes its culture as inclusive and collaborative, with competitive pay and flexible work.

Requirements

At least 3 years of full-cycle B2B SaaS sales experience in mid-market or commercial segments, ideally in financial software or FinTech.
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 in addition to working with SDR and inbound support.
Technical fluency with Salesforce, Outreach, Gong, and modern sales technology stacks, plus experience using AI as part of the sales motion.

Nice To Haves

Experience selling financial software or FinTech solutions.

Responsibilities

Own the full sales cycle from first conversation through negotiation and close, landing net-new mid-market logos.
Convert marketing- and SDR-generated pipeline into revenue while self-sourcing the remaining 25% through targeted, strategic outbound.
Develop and execute territory plans that prioritize accounts, buying committees, and timing, partnering with SDRs and channel partners while creating pipeline.
Engage C-level executives and their direct reports in consultative conversations and deliver product demonstrations tailored to finance and AP operations leaders.
Analyze AP and expense workflows and build ROI cases based on risk, compliance, margin, working capital, and operating efficiency.
Map buying committees, establish executive sponsorship, and navigate negotiations to drive high-margin outcomes.
Maintain accurate Salesforce forecasts and CRM hygiene, and provide real-time market feedback to sales leadership.