Account Executive - Midmarket

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.

We are hiring a high-velocity Account Executive to lead net new logo acquisition across our Mid-Market
segment. This is a closing role for a true hunter, backed by a real engine: our marketing and SDR teams
generate up to 75% of your pipeline, and you are expected to self-source the other 25%. That balance is
intentional. You get the support of a world-class demand generation machine, and we get an AE who
never waits for pipeline to arrive.

You will own the full sales cycle, sell directly to CFOs, VPs of Finance, and their teams, and have a direct,
measurable impact on top-line revenue growth. The bar here is high. We are building a team of

overachievers, and we are selective about who joins it.

Own the full sales cycle, from first conversation through negotiation and close, landing net-new
mid-market logos.

Convert pipeline into revenue. Work the opportunities our marketing and SDR engine delivers (up
to 75% of your pipeline) while self-sourcing the remaining 25% through targeted, strategic
outbound.

Develop and execute a territory plan that prioritizes the right accounts, buying committees, and
timing, partnering with SDRs and channel partners while driving your own pipeline creation.

Engage credibly with C-level executives and their direct reports, leading consultative conversations
and product demonstrations tailored to CFOs, VPs of Finance, and AP operations leaders.

Quantify business value. Analyze complex AP and expense workflows, build ROI cases grounded in
risk, compliance, and margin, and defend them in front of senior finance leaders.

Map complex buying committees, establish executive sponsorship, and navigate tough
negotiations to drive high-margin outcomes.

Maintain accurate Salesforce forecasting and CRM hygiene, and provide real-time market feedback
to sales leadership.

• 3+ years of full-cycle B2B SaaS sales experience in mid-market or commercial segments, ideally in
financial software or FinTech.
• A proven track record of overachieving quota and consistently closing 5-figure and 6-figure ARR
deals, with new logos, not renewals, at the center of your results.
• Strong business and financial acumen. You can dissect AP and expense workflows, debate ROI,
working capital, and operating efficiency, and hold your own with a CFO.
• Executive presence. Demonstrated ability to engage C-level executives and their direct reports,
earn trust quickly, and drive multi-threaded deals.
• Mastery of self-sourced outbound prospecting alongside SDR and inbound support, you know how
to build pipeline momentum on your own.
• Technical fluency with Salesforce, Outreach, Gong, and modern sales tech stacks.

• A True Hunter: You appreciate a strong pipeline engine behind you, but you never depend on it.
Building your own momentum is instinct, not obligation.
• Financially Fluent: You speak the language of finance leaders, risk, compliance, margin, and
working capital, and use it to reframe how prospects think about spend.
• An Overachiever: Hitting your number is the floor, not the goal. Your track record shows a pattern
of exceeding targets, not just meeting them.
• Resilient and Resourceful: You thrive in fast-paced, PE-backed environments where speed,
execution, and adaptability win the day.
• A Skilled Negotiator: You comfortably push back to protect contract value while securing win-win
outcomes.

• Real pipeline support: Up to 75% of your pipeline is generated for you. Your time goes into closing,
not just hunting for at-bats.
• Product-market fit: An AI-native platform solving a universal finance problem, with a value
proposition CFOs immediately understand.
• A high-performance team: You will be surrounded by people who hold the same bar you do, and
led by a hiring manager who is directly invested in your success.
• Direct impact: Net new logo acquisition is the growth engine of the business. Your wins are visible,
valued, and rewarded.