Full-Time

Sales Executive Mid-Market and Enterprise

Updated on 3/14/2025

Emburse

Emburse

501-1,000 employees

Automates accounts payable and expense management

No salary listed

Senior, Expert

Remote in USA

Category
Enterprise Sales
Sales & Account Management
Required Skills
Sales
Requirements
  • Undergraduate College Degree preferred or equivalent years of relevant experience may substitute
  • 6-10 years of experience selling financial SaaS solutions to companies with a minimum of 1000 employees
  • Proven track record of closing 5-figure and six-figure ARR license deals preferred
  • Proven track record of consistently finishing above annual quota
  • Knowledge of travel and expense and/or AP/Payments management industry highly preferred
  • Experience selling to finance personas
  • Experience with MEDDPICC, Challenger Sale
  • Strong prospecting skills
  • 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
  • Excellent communication skills, including one on one, small virtual setting and in front of a larger group
  • Ability to analyze AP/Expense processes to determine the best solution fit
  • Technology skills and proven ability to use email, Zoom, SFDC, other sales tools as needed to increase sales efficiency
  • 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
  • Strong ability to quantify and articulate value, overcome objections prospecting (research and outreach)
Responsibilities
  • Responsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closing
  • Articulate the company's service, benefits, and processes to potential clients through all outlets (phone, email, online meetings, and in-person)
  • Develop a strong understanding of the territory, competitive offerings, and marketplace
  • Responsible for developing and executing a strategic territory plan
  • Create and execute sales strategies to grow revenues within the customer base as well as through new customer acquisition
  • Develop influential relationships and sales leads through partner/channel and other open networking efforts
  • Effectively demonstrate Emburse SaaS solutions with strong presentation skills
  • Effectively lead sales opportunities throughout the entire sales process
  • Collaborate with sales management on sales opportunities and obstacles
  • Promote partner sales development efforts by meeting and communicating with Channel Partners regularly
  • Participate in company-organized sales and marketing events as required
  • SME in Expense Management
  • Work both inbound and outbound leads to generate a robust pipeline of large-size businesses
  • Present Emburse's solutions via web presentation to potential clients
  • Learn and develop new, creative sales techniques and strategies
  • Position yourself to understand the AP, Expense and Business needs of a Mid Market level business
  • Meet or exceed monthly sales targets according to sales plan
  • Maintain an adequate number of new prospect meetings and continuously building a pipeline to exceed quarterly and annual business objectives
  • Participate in weekly sales meetings and articulate market feedback to management
  • Assess market opportunities and develop territory plan to meet revenue objectives
  • Range of $600-$1M Yearly Quota
Desired Qualifications
  • Undergraduate College Degree preferred or equivalent years of relevant experience may substitute
  • Proven track record of closing 5-figure and six-figure ARR license deals preferred
  • Knowledge of travel and expense and/or AP/Payments management industry highly preferred

Emburse automates accounts payable processes and expense management for businesses. Its software solutions help organizations manage invoices and expenses more efficiently by providing tools for invoice capture, approval routing, and faster payments. This automation reduces the need for additional staff in accounts payable and helps prevent cash flow issues. Emburse differentiates itself from competitors by offering personalized support and seamless integration with various technology solutions and travel providers, ensuring smooth data flow. The company's goal is to simplify financial workflows, allowing businesses to save time and money while improving spend visibility and control.

Company Size

501-1,000

Company Stage

Seed

Total Funding

$4.2M

Headquarters

Los Angeles, California

Founded

2015

Simplify Jobs

Simplify's Take

What believers are saying

  • Growing demand for AI-driven solutions enhances Emburse's market potential.
  • Recognition as a Major Player in IDC MarketScape boosts Emburse's credibility.
  • Mark Riggs' appointment as Chief Customer Officer may improve customer satisfaction.

What critics are saying

  • Emerging fintech startups may offer similar solutions at lower costs.
  • Ongoing lawsuit could harm Emburse's reputation and customer trust.
  • Rapid AI development may lead to technological obsolescence for Emburse.

What makes Emburse unique

  • Emburse offers AI-driven solutions to reduce manual errors in expense management.
  • The company provides AP automation to combat fraud, appealing to mid-sized firms.
  • Emburse's SaaS model ensures seamless integration with hundreds of technology solutions.

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Benefits

Remote Work Options

Company News

PYMNTS
Feb 26th, 2025
Emburse Bets On Ai To Tackle Expense Management

Travel and expense solutions provider Emburse added artificial intelligence capabilities to its product suite. Emburse AI is designed to alleviate common frustration in expense and invoice management, according to a Wednesday (Feb. 26) press release. “Finance teams handle hundreds of detailed processes every day, where even one seemingly minor error can lead to significant financial and operational consequences,” Emburse Chief Product Officer Paul Nagy said in the release. “With Emburse AI, we’re giving users a powerful tool to minimize manual effort, improve accuracy, and dramatically reduce time spent on managing expenses and invoices. This latest milestone for Emburse sets the stage for future AI enhancements, including agentic AI, to help finance teams operate more efficiently and strategically.”

HR Tech Wire
Feb 26th, 2025
Emburse Unveils Purpose-Built AI to End Expense Management Headaches for Finance Teams and Business Travelers

Emburse, whose innovative travel and expense solutions power forward-thinking organizations, today announced the launch of new AI capabilities across its suite of solutions.

PYMNTS
Jan 15th, 2025
91% Of Mid-Sized Firms Plan To Expand Ap Automation To Combat Fraud

As cybercriminals target more businesses, accounts payable (AP) departments are more vulnerable to fraud. With more than 80% of U.S. companies affected by sophisticated digital payment fraud, the need for reliable security systems is crucial. While digital transformation has brought many benefits, outdated payment systems can leave organizations exposed to emerging threats. According to a PYMNTS Intelligence report, “Winning the Fraud Fight: How AP Automation Can Deflect Rising Security Threats,” in collaboration with Finexio, modern AP automation solutions with real-time monitoring and fraud detection are becoming critical for safeguarding against these risks. AP Risks of CyberfraudCyberfraud is a pervasive issue, with U.S

Cook County Record
Dec 27th, 2024
Former Employee Alleges Retaliation Against Corporate Employer After Reporting Sexual Harassment

On December 18, 2024, Karen Schweickart filed a civil complaint in the United States District Court for the Northern District of Illinois against Emburse, Inc., accusing the company of violating Title VII of the Civil Rights Act and the Illinois Human Rights Act.

Hotel News Resource
Nov 20th, 2024
Emburse's 2024 Business Travel Snapshot Tracks Rising Hotel Rates and Airfares but Steeper Discounts

Emburse has released the latest edition of its Business Travel Snapshot.