Account Executive - Velocity at Emburse

Job description

Who We Are: At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in expense intelligence, we are creating a future where technology drives business value and inspires extraordinary results. Our AI-powered platform helps organizations modernize financial operations, increase visibility, and optimize spend across the enterprise. As an Account Executive – Velocity , you will drive full-cycle sales targeting high-growth organizations with fewer than 200 employees. In this fast-paced, high-volume environment, you will take ownership of your territory—sourcing qualified pipeline, conducting dynamic virtual demonstrations, and closing deals to consistently exceed quarterly and annual ARR targets. We are building a modern, tech-forward sales organization. In this role, you will leverage generative AI tools and modern sales intelligence platforms alongside proven consultative frameworks to accelerate account research, personalize outreach at scale, and streamline routine administrative work—giving you more time to do what you do best: connect with buyers and close deals. What You Will Do Drive Full-Cycle Sales: Own opportunities end-to-end—from initial outbound discovery and inbound conversion through to negotiation and contract execution. Modern Prospecting & Pipeline Generation: Build and maintain an active pipeline using multi-channel outreach, partner channels, and AI-assisted workflows (e.g., account research, tailored messaging drafts, and signal tracking). Deliver Compelling Demos: Conduct consultative, high-impact virtual product demonstrations tailored to AP, finance, and operational pain points. Territory & Account Strategy: Design and execute a clear territory plan to maximize market share, win new logos, and capture expansion opportunities. Consultative Value Selling: Apply rigorous qualification methodologies (e.g., MEDDPICC, Challenger) to map business needs to ROI, effectively handle objections, and negotiate win-win commercial terms. Accelerate Sales Velocity with AI: Integrate modern sales technology and generative AI tools into your daily workflow to summarize discovery notes, craft follow-ups, synthesize buyer feedback, and eliminate manual admin tasks. Collaborate & Forecast: Partner with sales leadership, marketing, and channel teams to identify market trends, mitigate deal friction, and maintain precise Salesforce (SFDC) hygiene and revenue forecasting. What You Will Bring SaaS Sales Experience: 3+ years of full-cycle B2B SaaS closing experience, ideally selling financial tech, spend management, travel/expense, or AP/Payments software. Proven Track Record: Consistent history of meeting or exceeding quota in a velocity/SMB/Mid-Market environment (closing ARR license deals with short-to-medium sales cycles). Persona Fluency: Comfort and credibility selling directly to finance and operational decision-makers (CFOs, Controllers, AP Directors). Sales Methodology Rigor: Applied understanding of consultative sales frameworks such as MEDDPICC or The Challenger Sale . Tech & AI Fluency: Proficiency with core sales tools (Salesforce, Zoom, sales cadences) and an eagerness to leverage modern AI tools (e.g., ChatGPT, Claude, Gong AI, Copilot) to enhance personal productivity, prospect research, and deal execution. Consultative Communication: Exceptional active listening, objection handling, and virtual presentation skills, with the ability to quantify value and professionally navigate commercial trade-offs. Education: Bachelor’s degree or equivalent practical sales experience. Why Emburse? Finance is changing—and at Emburse, we’re leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimize spend—so they can focus on what’s next, not what’s slowing them down. • A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize their finance operations. • A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI to solve real- world challenges. • A Culture That Empowers – Competitive pay, flexible work, and an inclusive, collaborative environment that supports your success. • A Career That Matters – Your work here drives efficiency, innovation, and smarter financial decision-making for businesses everywhere. Shape your future & find what’s next at Emburse. Emburse provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Emburse complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment.

Requirements

Must-haves

Drive Full-Cycle Sales: Own opportunities end-to-end—from initial outbound discovery and inbound conversion through to negotiation and contract execution.
Deliver Compelling Demos: Conduct consultative, high-impact virtual product demonstrations tailored to AP, finance, and operational pain points.
Territory & Account Strategy: Design and execute a clear territory plan to maximize market share, win new logos, and capture expansion opportunities.
Consultative Value Selling: Apply rigorous qualification methodologies (e.g., MEDDPICC, Challenger) to map business needs to ROI, effectively handle objections, and negotiate win-win commercial terms.
Collaborate & Forecast: Partner with sales leadership, marketing, and channel teams to identify market trends, mitigate deal friction, and maintain precise Salesforce (SFDC) hygiene and revenue forecasting.
What You Will Bring
SaaS Sales Experience: 3+ years of full-cycle B2B SaaS closing experience, ideally selling financial tech, spend management, travel/expense, or AP/Payments software.
Proven Track Record: Consistent history of meeting or exceeding quota in a velocity/SMB/Mid-Market environment (closing ARR license deals with short-to-medium sales cycles).
Persona Fluency: Comfort and credibility selling directly to finance and operational decision-makers (CFOs, Controllers, AP Directors).
Sales Methodology Rigor: Applied understanding of consultative sales frameworks such as MEDDPICC or The Challenger Sale .
Consultative Communication: Exceptional active listening, objection handling, and virtual presentation skills, with the ability to quantify value and professionally navigate commercial trade-offs.
Education: Bachelor’s degree or equivalent practical sales experience.
Why Emburse?
A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize
their finance operations.
A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI to solve real-
world challenges.
A Culture That Empowers – Competitive pay, flexible work, and an inclusive, collaborative environment that
supports your success.
A Career That Matters – Your work here drives efficiency, innovation, and smarter financial decision-making
for businesses everywhere.
Shape your future & find what’s next at Emburse.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: lever
Effort: quick