Account Executive - Velocity

– you’ll build it. As a leader in expense intelligence, we are creating a future where technology drives value and inspires extraordinary results. Our AI-powered platform helps organizations modernize financial operations, increase visibility, and optimize spend across the enterprise. Account Executives will focus on finding and closing deals with companies under 200 employees in size. Through a defined sales process and partnership with key sales leaders, Account Executives and Senior Account Executives will strive to meet and exceed quarterly and annual sales goals What You'll do Responsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closingArticulate 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 marketplaceResponsible for developing and executing a strategic territory planCreate and execute sales strategies to grow revenues within the customer base as well as through new customer acquisitionDevelop influential relationships and sales leads through partner/channel and other open networking effortsEffectively demonstrate Emburse SaaS solutions with strong presentation skillsEffectively lead sales opportunities throughout the entire sales processCollaborate with sales management on sales opportunities and obstaclesPromote partner sales development efforts by meeting and communicating with Channel Partners regularlyParticipate in company-organized sales and marketing events as requiredSME in Expense ManagementWork both inbound and outbound leads to generate a robust pipeline of large-size businessesPresent Emburse's solutions via web presentation to potential clientsLearn and develop new, creative sales techniques and strategiesPosition yourself to understand the AP, Expense and needs of a Mid Market levelMeet or exceed monthly sales targets according to sales planMaintain an adequate number of new prospect meetings and continuously building a pipeline to exceed quarterly and annual objectivesParticipate in weekly sales meetings and articulate market feedback to managementAssess market opportunities and develop territory plan to meet revenue objectives Undergraduate College Degree preferred or equivalent years of relevant experience may substitute3+ years of experience selling financial SaaS solutions to companies with a maximum of 200 employeesProven track record of closing ARR license deals preferredProven track record of consistently finishing above annual quotaKnowledge of travel and expense and/or AP/ management industry highly preferredExperience selling to finance personas Experience with MEDDPICC, Challenger SaleStrong prospecting skillsAbility to set, manage and document agreed outcomes of successful meetingsKeen curiosity about businesses, how they work and specifically AP/Finance/Expense operationsStrong presentation skillsExcellent communication skills, including one on one, small virtual setting and in front of a larger groupAbility to analyze AP/Expense processes to determine the best solution fitTechnology skills and proven ability to use email, Zoom, SFDC, other sales tools as needed to increase sales efficiencyComfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for EmburseAbility to work with internal and external partners to a mutually agreed outcomeStrong ability to quantify and articulate value, overcome objections prospecting (research and outreach) Compensation Additional Information 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. Skills: Sales