Emburse

Automates accounts payable and expense management

Sales Manager - SMB

Account ExecutivePosted on Nov 9

Full-timeDallas, TX, USANo salary listed

About the Job

Requirements

Have 3 to 5 years of experience as a sales leader managing B2B SaaS or fintech Account Executives.
Have 5 or more years of quota-carrying sales experience with a consistent record of attainment in a transactional or high-velocity environment.
Hold MEDDPICC certification and be able to coach representatives through each element on live deals.
Have executive presence and experience selling to CFOs, Controllers, or Accounting Managers.
Have a proven record of running teams on short sales cycles of 30 to 60 days with multiple closes per month.
Have command of the full sales cycle, from prospecting and discovery through negotiation and close.
Have command of activity and velocity metrics, including call volume, connect rate, demo completion, stage conversion, and cycle length.
Have hands-on experience with Salesforce and modern sales technology such as Salesloft or Outreach, Gong, and ZoomInfo.
Be able and willing to travel as needed for larger, more complex deals.
Have experience working effectively with Revenue Operations, Sales Development, and Product or Product Marketing leaders to improve sales results.
Use generative AI, conversational intelligence, or CRM copilot tools in selling and management work; have trained a team to use them and be able to point to measurable results such as increased activity per representative, faster cycle times, or improved pipeline quality.

Responsibilities

Manage, coach, and develop a team of SMB Account Executives focused on new-logo acquisition.
Run weekly one-on-ones, call reviews, and skills sessions to build deal control, executive presence, and closing ability.
Partner with People Operations to recruit, onboard, and ramp new Account Executives.
Build a culture of accountability, daily execution, and continuous development.
Set and enforce a daily and weekly operating cadence for outbound prospecting, speed to lead, and pipeline progression.
Coach representatives on multithreaded prospecting, discovery, and qualification using MEDDPICC.
Coach representatives on Challenger-style insight selling that reframes how finance leaders think about spend, controls, and efficiency.
Inspect the pipeline weekly, remove stalled deals, and deliver accurate weekly and monthly forecasts.
Run deal clinics on objection handling, procurement and contracting, and one- or two-call closes.
Prepare the team to engage CFOs, Controllers, and Directors of Finance with confidence and a clear business case.
Coach representatives to articulate return on investment and the value of the company's AI-powered automation across travel, expense, and accounts payable.
Lead senior-stakeholder conversations and co-sell with representatives in high-value meetings.
Travel to customer sites and prospect locations to lead or support larger, more complex deals.
Set the standard for AI tool adoption across the team, including conversational intelligence, outreach, customer relationship management, and meeting-preparation tools.
Use customer relationship management and call data to diagnose performance gaps and coach representatives accordingly.
Build repeatable AI-assisted workflows for prospecting, account research, call preparation, and follow-up.
Engage Revenue Operations on pipeline data, forecasting, sales tooling, and process changes.
Engage Sales Development leadership on lead routing, qualification criteria, Sales Development Representative-to-Account Executive handoffs, and outbound targeting.
Engage Product and Product Marketing leaders on competitive insights, messaging, AI feature positioning, and customer feedback from the field.
Work with Marketing on inbound routing and campaign feedback loops.
Align with Solutions Consulting, Implementation, and Customer Success for clean handoffs and fast time to value.

Desired Qualifications

Hold Challenger certification.

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.

Emburse is hiring a Manager, Sales (SMB) to lead and scale our North American new logo sales team for small and mid-sized businesses with 200 to 1,000 employees. You will manage Account Executives who prospect outbound, run short sales cycles, and win over finance leaders across the U.S. and Canada.

This is a player-coach role. You will be on live calls, co-sell critical demos, and coach reps on qualification, pipeline, and closing. You own the team's outbound engine, pipeline discipline, and forecast accuracy, and you are measured on what your team produces.

What You Will Do

Lead and develop the team

Manage, coach, and develop a team of SMB Account Executives focused on new logo acquisition.
Run weekly 1:1s, call reviews, and skills sessions that build deal control, executive presence, and closing ability.
Partner with People Operations to recruit, onboard, and ramp new AEs quickly.
Build a culture of accountability, daily execution, and continuous development.

Run the full sales cycle with an outbound focus

Set and enforce a daily and weekly operating cadence for outbound prospecting, speed to lead, and pipeline progression.
Coach reps on multithreaded prospecting, discovery, and qualification using MEDDPICC.
Coach reps on Challenger-style insight selling that reframes how finance leaders think about spend, controls, and efficiency.
Inspect pipeline weekly, remove stalled deals, and deliver accurate weekly and monthly forecasts.
Run deal clinics on objection handling, procurement and contracting, and one- or two-call closes.

Sell to and coach for financial decision makers

Prepare the team to engage CFOs, Controllers, and Directors of Finance with confidence and a clear business case.
Coach reps to articulate ROI and the value of Emburse's AI-powered automation across travel, expense, and accounts payable.
Lead senior stakeholder conversations yourself and co-sell with reps on high-value meetings.
Travel to customer sites and prospect locations to lead or support larger, more complex deals.

Use AI and modern sales tools to drive productivity

Set the standard for AI tool adoption across the team, including conversational intelligence, outreach, CRM, and meeting prep tools.
Use CRM and call data to diagnose performance gaps and coach to them.
Build repeatable AI-assisted workflows for prospecting, account research, call preparation, and follow-up.

Engage cross-functional leaders (core responsibility)

Engage Revenue Operations on pipeline data, forecasting, sales tooling, and process changes.
Engage Sales Development leadership on lead routing, qualification criteria, SDR-to-AE handoffs, and outbound targeting.
Engage Product and Product Marketing leaders on competitive insights, messaging, AI feature positioning, and customer feedback from the field.
Work with Marketing on inbound routing and campaign feedback loops.
Align with Solutions Consulting, Implementation, and Customer Success for clean handoffs and fast time to value.

What You Bring

3 to 5 years of experience as a sales leader managing B2B SaaS or fintech Account Executives.
5+ years of quota-carrying sales experience with a consistent record of attainment in a transactional or high-velocity environment.
MEDDPICC certification, with hands-on ability to coach reps through each element on live deals.
Executive presence and experience selling to CFOs, Controllers, or Accounting Managers.
Proven success running teams on short sales cycles (30 to 60 days) with multiple closes per month.
Working command of the full sales cycle, from prospecting and discovery through negotiation and close.
Strong command of activity and velocity metrics: call volume, connect rate, demo completion, stage conversion, and cycle length.
Hands-on experience with Salesforce and modern sales technology such as Salesloft or Outreach, Gong, and ZoomInfo.
Ability and willingness to travel as needed for larger, more complex deals.
Experience working effectively with Revenue Operations, Sales Development, and Product or Product Marketing leaders to improve sales results.
AI fluency: You use generative AI, conversational intelligence, or CRM copilot tools in your own selling and management work, and you have trained a team to use them. You can point to a measurable result, such as higher activity per rep, faster cycle times, or better pipeline quality.

Preferred

Challenger certification.

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.

About the Company

Emburse

Automates accounts payable and expense management

Emburse provides software that automates accounts payable and expense management for organizations. Its SaaS tools capture invoices, route approvals, and enable faster payments to speed up financial workflows and improve spend visibility. The company differentiates itself with a broad deployment across Global 2000 firms, SMBs, public sector, and nonprofits in over 120 countries, plus extensive integrations with hundreds of technology solutions and travel providers. Its goal is to simplify financial processes, reduce the need for additional AP staff, and help teams focus on growth.

Company size: 501-1,000
Company stage: Seed
Total funding: $4.5M
Headquarters: Los Angeles, CA
Founded: 2015

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