Account Executive - Midmarket (Dallas)

Emburse•Dallas, TX

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 to 3,500 employees. This is a closing role responsible for the full sales cycle, from first conversation through negotiation and close. Marketing and SDR teams generate up to 75% of pipeline, while the Account Executive is expected to self-source the remaining 25%. The role sells Emburse’s AI-powered expense and finance 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, quantifies business value, navigates complex buying committees and negotiations, and maintains accurate Salesforce forecasts and CRM records. The position has a direct impact on top-line revenue through new-logo acquisition. Emburse describes its environment as high-performance, fast-paced, and PE-backed, with competitive pay, flexible work, and an inclusive, collaborative culture. The company serves more than 12 million users across 120 countries and provides equal employment opportunities.

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.
A 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, build trust quickly, 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, and experience using AI in the sales process.
Ability to work effectively in a fast-paced, PE-backed environment.
Strong negotiation skills, including protecting contract value while working toward mutually beneficial outcomes.

Nice To Haves

Experience selling financial software or FinTech products.
Experience in mid-market or commercial sales segments.

Responsibilities

Own the full sales cycle, from first conversation through negotiation and close, to land net-new mid-market customers.
Convert marketing- and SDR-generated opportunities into revenue while self-sourcing approximately 25% of pipeline through strategic outbound prospecting.
Develop and execute a territory plan that prioritizes accounts, buying committees, and timing, partnering with SDRs and channel partners while creating pipeline.
Lead consultative conversations and tailored product demonstrations with C-level executives and their direct reports, including finance and AP leaders.
Analyze AP and expense workflows, develop ROI cases grounded in risk, compliance, and margin, and present and defend business value 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 timely market feedback to sales leadership.