Who We Are:
At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, we are creating a future where technology drives business value and inspires extraordinary results.
Enterprise Client Sales Executives drive company revenue through end to end sales, seeking
opportunities to provide existing Emburse clients with enhanced value through cloud-based
travel, expense, AP and payments solutions built to humanize the workplace.
Client Sales Executives will be responsible for upsell and cross sell to existing Emburse clients
and growing revenue in their book of business. Through a defined sales process and
partnership with key sales and cross functional stakeholders, Client Sales Executives will strive
to meet and exceed quarterly sales goals.
What You'll Do:
- Upsell and Cross sell of additional products and services in assigned customer book of business
- Partner with sales leader, and CSM’s to create and execute sales strategies to grow revenues within the customer base
- Maintain an adequate number of client meetings and continuously build pipeline to exceed quarterly and annual business objectives
- Articulate the value of Emburse Solutions with strong presentation skills in the context of customer business problems and outcomes
- Effectively lead sales opportunities throughout the entire sales process leveraging MEDDPICC sales methodology
- Work collaboratively in a team selling environment in a lead role on the team and partner with
- Client Success, Solutions Consulting, Overlays and other key internal stakeholders
- Serve as a subject matter expert on travel and expense, spend management from both an Emburse and industry perspective
- Collaborate with sales management on sales opportunities and obstacles and develop strategies to maximize wins
- Consistently document sales status, contacts and communications within Salesforce.com
- Constantly manage sales pipeline and forecast with a high degree of accuracy
- Learn and effectively use all available sales tools, and assist other team members as requested by manager
- Travel required; overnight travel required occasionally
Education and Experience
- Preferred: A undergraduate college degree is strongly preferred
- Minimum of 7-10 years of experience selling SaaS solutions, fintech preferred, to companies
- with 1000+ employees
- Proven track record of closing 5 and 6 figure ARR deals
- Preferred:
- Proven track record of consistently finishing above annual quota
- Demonstrated success carrying and exceeding an annual quota of over $750K
- Knowledge of travel and expense and/or AP/Payments management industry highly preferred
- Knowledge of MEDDPICC, Challenger Sale, SPIN or equivalent sales methodology
Additional Qualifications
- Strong prospecting skills and ability to direct prospecting efforts of others
- Strong listening skills and ability to ask probing questions
- Strong business acumen and ability to understand the customer’s business and their key strategic business objectives and specific AP/Finance/Expense operations objectives and serve as an advisor on how Emburse can help them achieve their goals
- Strong presentation skills- including one on one and in front of a larger group, both virtually and in person. Ability to lead executive level conversations and presentations.
- Ability to set, manage and document agreed upon outcomes to drive a sales process
- Excellent communication skills both written and verbal to different types of stakeholders, both internally and externally
- Technology skills and the proven ability to use email, Zoom, SFDC, other sales tools as needed
- Comfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for Emburse
- Ability to coordinate and work with internal and external partners to a mutually agreed outcome
- Ability to solve problems as they arise in a calm, professional manner, and work collaboratively as needed to determine creative solutions.
- Ability to build and maintain effective relationships with co-workers and customers
- Ability to quickly adapt to a changing environment
- Ability to collaborate effectively with management work under moderate supervision
- Operate with a sense of urgency
- Accountable to sales outcomes and commitments
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.
