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Emburse is an AI-powered expense intelligence platform helping organizations modernize financial operations, increase visibility, and optimize spend across the enterprise. The company serves 12M+ users across 120 countries.
You will own the full sales cycle for large, complex enterprise organizations (3,500+ employees), engaging senior finance leaders and navigating multi-stakeholder buying committees to close high-value deals. This is a strategic, consultative sales role focused on building executive relationships and delivering consistent results.
Key Responsibilities:
- Own prospecting through close within enterprise organizations (3,500+ employees)
- Build and execute strategic territory plans to generate pipeline and exceed revenue targets
- Engage senior stakeholders including CFOs and Finance leaders to understand business priorities
- Lead complex, multi-threaded sales processes with large buying committees
- Conduct discovery to uncover pain points and align solutions to measurable business outcomes
- Articulate value and ROI to drive urgency and executive buy-in
- Establish and grow executive sponsorship within key accounts
- Negotiate contracts and pricing for mutually beneficial outcomes
- Partner cross-functionally with Sales Engineering, Customer Success, and Marketing
- Maintain accurate pipeline management, forecasting, and CRM hygiene
- Share market insights and customer feedback to inform go-to-market strategy
Required Qualifications:
- 8–10+ years of experience selling SaaS solutions into enterprise organizations (3,500+ employees)
- Proven success closing six-figure+ ARR deals in complex sales environments
- Strong experience selling into Finance, AP, Payments, or Expense management functions
- Demonstrated ability to build pipeline through strategic prospecting and outbound efforts
- Track record of meeting or exceeding quota
Bonus Qualifications:
- Experience selling into global or highly matrixed organizations
- Familiarity with MEDDPICC, Challenger Sale, or similar sales methodologies
- Domain expertise in Travel & Expense, AP Automation, or Payments
- Vertical experience in Life Sciences, Manufacturing, Financial, or Technology sectors
Desired Attributes:
- Strategic seller comfortable navigating complex enterprise environments
- Naturally curious about business operations, especially Finance and AP functions
- Skilled at uncovering customer challenges and translating them into compelling solutions
- Confident engaging and influencing executive stakeholders
- Strong communicator effective in 1:1 conversations and large presentations
- Comfortable pushing back and negotiating for optimal outcomes
- Highly organized with strong attention to detail and time management
- Data-driven approach to pipeline and performance
- Proficient with sales tools (Salesforce, Zoom, LinkedIn Sales Navigator, Gong, etc.)
- Collaborative, resourceful, and team-oriented
