Account Executive, SMB

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. ### 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). - **AI-enabled sales proficiency:** Experience with leveraging generative AI tools (e.g., meeting intelligence, account research, hyper-personalized outreach, or pipeline forecasting) to streamline workflows and boost selling efficiency.