Senior Lead Account Executive - Enterprise 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. We’re looking for a high-impact S enior Lead Account Executive to drive new business across large, complex enterprise organizations (3,500+ employees). In this role, you’ll own the full sales cycle, engaging senior finance leaders and navigating multi-stakeholder environments to close high-value deals. This is an opportunity for a strategic, consultative seller who thrives in complexity, builds strong executive relationships, and consistently delivers results. What You'll Do Own the full sales cycle, from prospecting to close, within enterprise organizations (3,500+ employees) Build and execute a strategic territory plan to generate pipeline and exceed revenue targets Engage senior stakeholders, including CFOs and Finance leaders, to understand business priorities and challenges Lead complex, multi-threaded sales processes with large buying committees Run thoughtful discovery to uncover pain points and align solutions to measurable business outcomes Clearly articulate value and ROI to drive urgency and executive buy-in Establish and grow executive sponsorship within key accounts Negotiate contracts and pricing to create strong, mutually beneficial outcomes Partner cross-functionally with Sales Engineering, Customer Success, and Marketing to advance deals Maintain accurate pipeline management, forecasting, and CRM hygiene Share market insights and customer feedback to help shape go-to-market strategy What You'll Bring 8–10+ years of experience selling SaaS solutions into enterprise organizations ( 3,500+ employees ) Proven success closing six-figure+ ARR deals in complex sales environments Strong experience selling into Finance, AP, Payments, or Expense management functions Demonstrated ability to build pipeline through strategic prospecting and outbound efforts Track record of meeting or exceeding quota Bonus if you have: Experience selling into global or highly matrixed organizations Familiarity with MEDDPICC, Challenger Sale, or similar methodologies Domain expertise in Travel & Expense, AP Automation, or Payments Vertical experience in Life Sciences, Manufacturing, Financial or Technology sectors Who You Are A strategic seller who knows how to navigate and win in complex enterprise environments Naturally curious about how businesses operate, especially within Finance and AP functions Skilled at uncovering customer challenges and translating them into compelling solutions Confident engaging and influencing executive stakeholders A strong communicator—equally effective in 1:1 conversations and large presentations Comfortable pushing back and negotiating to drive the best outcomes Highly organized with strong attention to detail and time management Data-driven in your approach to pipeline and performance Proficient in leveraging sales tools (e.g., Salesforce, Zoom, LI Sales Navigator, Gong, etc.) to drive efficient, scalable sales processes Collaborative, resourceful, and motivated to win as part of a team 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

Own the full sales cycle, from prospecting to close, within enterprise organizations (3,500+ employees)
Build and execute a strategic territory plan to generate pipeline and exceed revenue targets
Engage senior stakeholders, including CFOs and Finance leaders, to understand business priorities and challenges
Lead complex, multi-threaded sales processes with large buying committees
Run thoughtful discovery to uncover pain points and align solutions to measurable business outcomes
Clearly articulate value and ROI to drive urgency and executive buy-in
Establish and grow executive sponsorship within key accounts
Negotiate contracts and pricing to create strong, mutually beneficial outcomes
Partner cross-functionally with Sales Engineering, Customer Success, and Marketing to advance deals
Maintain accurate pipeline management, forecasting, and CRM hygiene
Share market insights and customer feedback to help shape go-to-market strategy
8–10+ years of experience selling SaaS solutions into enterprise organizations ( 3,500+ employees )
Proven success closing six-figure+ ARR deals in complex sales environments
Strong experience selling into Finance, AP, Payments, or Expense management functions
Demonstrated ability to build pipeline through strategic prospecting and outbound efforts
Track record of meeting or exceeding quota
Experience selling into global or highly matrixed organizations
Familiarity with MEDDPICC, Challenger Sale, or similar methodologies
Domain expertise in Travel & Expense, AP Automation, or Payments
Vertical experience in Life Sciences, Manufacturing, Financial or Technology sectors
A strategic seller who knows how to navigate and win in complex enterprise environments
Naturally curious about how businesses operate, especially within Finance and AP functions
Skilled at uncovering customer challenges and translating them into compelling solutions
Confident engaging and influencing executive stakeholders

Nice-to-haves

None flagged.

Application prep

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

Keywords to mirror

aigo

Platform: lever
Effort: quick