8-10+ years of experience selling SaaS solutions to enterprise organizations (3,500+ employees)
Proven success in closing six-figure+ ARR deals in complex sales environments
Strong experience in Finance, AP, Payments, or Expense management functions
Demonstrated ability to build pipeline through strategic prospecting
Track record of meeting or exceeding sales quotas
Responsibilities
Own the full sales cycle from prospecting to close within enterprise organizations
Build and execute a strategic territory plan to generate pipeline and exceed revenue targets
Engage senior stakeholders, including CFOs, to understand business priorities
Lead complex, multi-threaded sales processes with large buying committees
Run thoughtful discovery to uncover pain points and align solutions
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 and CRM hygiene
Benefits
Collaborative work environment
Opportunities for professional development
Access to cutting-edge sales tools
Supportive team culture
Flexible work arrangements
Full Job Description
We're looking for a high-impact Senior Lead Account Executive to drive new business across large, complex enterprise organizations (3,500+ employees). In this role, you'll own the full sales cycle, engaging senior finance leaders and navigating multi-stakeholder environments to close high-value deals. This is an opportunity for a strategic, consultative seller who thrives in complexity, builds strong executive relationships, and consistently delivers results.
What You'll Do
Own the full sales cycle, from prospecting to close, within enterprise organizations (3,500+ employees)
Build and execute a strategic territory plan to generate pipeline and exceed revenue targets
Engage senior stakeholders, including CFOs and Finance leaders, to understand business priorities and challenges
Lead complex, multi-threaded sales processes with large buying committees
Run thoughtful discovery to uncover pain points and align solutions to measurable business outcomes
Clearly articulate value and ROI to drive urgency and executive buy-in
Establish and grow executive sponsorship within key accounts
Negotiate contracts and pricing to create strong, mutually beneficial outcomes
Partner cross-functionally with Sales Engineering, Customer Success, and Marketing to advance deals
Maintain accurate pipeline management, forecasting, and CRM hygiene
Share market insights and customer feedback to help shape go-to-market strategy
What You'll Bring
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 if you have:
Experience selling into global or highly matrixed organizations
Familiarity with MEDDPICC, Challenger Sale, or similar methodologies
Domain expertise in Travel & Expense, AP Automation, or Payments
Vertical experience in Life Sciences, Manufacturing, Financial or Technology sectors
Who You Are
A strategic seller who knows how to navigate and win in complex enterprise environments
Naturally curious about how businesses operate, especially within Finance and AP functions
Skilled at uncovering customer challenges and translating them into compelling solutions
Confident engaging and influencing executive stakeholders
A strong communicator-equally effective in 1:1 conversations and large presentations
Comfortable pushing back and negotiating to drive the best outcomes
Highly organized with strong attention to detail and time management
Data-driven in your approach to pipeline and performance
Proficient in leveraging sales tools (e.g., Salesforce, Zoom, LI Sales Navigator, Gong, etc.) to drive efficient, scalable sales processes
Collaborative, resourceful, and motivated to win as part of a team
About Emburse
Emburse is a global leader in expense management and AP automation solutions, with more than 4,500 customers and 10 offices worldwide. The company?s expense management platform automates the purchase-to-reimbursement process, helping businesses make better decisions, streamline operations, and improve employee productivity. Emburse?s solutions are used by companies of all sizes, from small businesses to Fortune 500 corporations, and across a range of industries, including healthcare, retail, and technology. The company was founded in 2011 and is headquartered in San Francisco, California.
