Account Executive, SMB

Drive the full sales lifecycle: Manage end-to-end deal execution—from prospecting and high-impact discovery calls to solution demos, value negotiation, and closing.

Build and command a robust pipeline: Combine inbound qualified leads with disciplined outbound multi-channel prospecting (phone, email, video, and social) to exceed pipeline coverage targets.

Deliver high-impact product demonstrations: Showcase Emburse’s SaaS platform through compelling virtual presentations tailored to finance leaders, controllers, and CFOs.

Serve as a trusted industry advisor: Master the mechanics of Accounts Payable (AP) and expense workflows to diagnose operational friction and position Emburse as a vital ROI driver.

Expand through strategic channels: Cultivate referral networks and partner/channel alliances to generate high-conversion deal opportunities.

Execute territory business plans: Map market opportunities, prioritize high-yield accounts, and collaborate with sales leadership to accelerate deal velocity.

Champion market insights: Represent Emburse at industry events, gather competitive feedback from the front lines, and share deal strategies in weekly pipeline reviews.

Elevate the sales floor: Act as a team culture carrier by mentoring incoming sales executives and sharing winning tactics across the floor.

1–3+ years of B2B sales experience with a proven background in prospecting, qualifying, and closing (SaaS, fintech, or cloud solution experience strongly preferred).

Demonstrated quota achievement: A track record of hitting or exceeding performance benchmarks and building pipeline from scratch.

Business and financial acumen: Curiosity about how corporate finance functions operate, particularly AP, expense automation, and operational cost controls.

Commanding communication skills: Polished presentation ability whether leading a 1:1 discovery call or pitching a buying committee over Zoom.

Value-driven negotiation ability: Confidence in guiding commercial discussions, overcoming objections, and defending software value to secure win-win agreements.

Tech agility: Proficiency navigating a modern revenue tech stack, including Salesforce (SFDC), Zoom, and digital sales tools.

Education: Bachelor’s degree preferred, or equivalent relevant practical experience (High School Diploma or GED required).