[Remote] Account Executive - Midmarket (remote US)

Note: The job is a remote job and is open to candidates in USA. Emburse is hiring a Midmarket Account Executive to acquire new customers and drive revenue growth. The role owns the full sales cycle, develops pipeline, engages finance executives, and builds business cases for Emburse’s finance operations platform.

Responsibilities

• 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

Skills

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

Benefits

• Flexible work
• An inclusive, collaborative environment that supports your success

Company Overview