About this Account Executive, SMB role at Emburse
Are you an ambitious, high-performing sales professional ready to accelerate your career in enterprise fintech? As an Account Executive, SMB, you will own the full sales lifecycle targeting high-growth organizations with 201 to 1,000 employees. Backed by cutting-edge expense management solutions, warm inbound channels, and hands-on sales leadership, you will have the runway, modern tools, and strategic territory needed to consistently surpass revenue targets.
What You Will Do:
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.
What You Will Bring:
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).
