About this Account Manager, SMB Client Sales role at Emburse

Emburse · Remote · United States

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.

SMB Client Sales Account Managers drive company revenue through end to end sales, seeking opportunities to provide existing Emburse clients with enhanced value through cloud-based travel, expense, AP and payments solutions built to humanize the workplace.

SMB Client Sales Account Managers will be responsible for upsell and cross sell to existing Emburse clients and growing revenue in their book of business. Through a defined sales process and partnership with key sales and cross functional stakeholders, SMB Client Sales Account Managers will strive to meet and exceed quarterly sales goals.

What You Will Do

Upsell and Cross sell of additional products and services for assigned territory

Execute prospecting cadences and playbook sales strategies to grow revenues within the customer base

Maintain an adequate number of client meetings and continuously build pipeline to exceed quarterly and annual business objectives

Articulate the value of Emburse Solutions with strong presentation skills

Effectively lead sales opportunities throughout the entire sales process leveraging GAP Selling sales methodology

Work collaboratively in a team selling environment and partner with Client Success, Solutions Consulting, Overlays and other key internal stakeholders

Collaborate with sales management on sales opportunities and obstacles

Promote partner sales development efforts

Participate in company-organized sales and marketing events as required.

Consistently document sales status, contacts and communications within Salesforce.com

Constantly manage sales pipeline and forecast

Learn and effectively use all available sales tools including AI

Occasional travel required

What You Will Bring

A college degree is preferred but not required. Equivalent years of relevant experience may substitute

Minimum of 3-5 years of experience selling SaaS solutions, fintech preferred, to companies under 1000 employees.

Proven track record of closing 5 figure ARR deals

Knowledge of travel & expense management and/or AP automation highly preferred

Proven track record of consistently finishing above quarterly and annual quota

Strong prospecting skills, listening skills and ability to ask probing questions

Ability to set, manage and document agreed outcomes of successful meetings

Keen curiosity about businesses, how they work and specifically AP/Finance/Expense operations

Strong presentation skills- including one on one, small virtual setting and in front of a larger group

Excellent communication skills both written and verbal

Ability to analyze AP/Expense processes to determine the best solution fit

Technology skills and the proven ability to use email, Zoom, SFDC, other sales tools as needed

Comfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for Emburse

Ability to work with internal and external partners to a mutually agreed outcome

Ability to solve problems as they arise in a calm, professional manner

Ability to build and maintain effective relationships with co-workers and customers

Ability to quickly adapt to a changing environment

Ability to work under moderate supervision and collaborate effectively with management

Operate with a sense of urgency

Accountable to sales outcomes and commitments

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.

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About this Account Manager, SMB Client Sales role at Emburse

What You Will Do

What You Will Bring

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