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Account Executive Midmarket (remote US)
Job Location:
Job Location:
Atlanta, GA - USA
Salary:
Not provided by the employer
Salary:
Posted:
19 August 2026 (17 days ago)
Posted:
Application Deadline:
16 November 2026
Application Deadline:
Vacancies:
1 Vacancy
Vacancies:
Job Summary
Who We Are:
At Emburse youll not just imagine the future youll 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.
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
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.
What You WIll Do
- 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.
What You WIll Bring
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.
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.
Who You Are
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.
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.
Why This Role
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.
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.
$0 - $0 a year
Why Emburse
Finance is changingand at Emburse were leading the way. Our AI-powered solutions help organizations eliminate inefficiencies gain real-time visibility and optimize spendso they can focus on whats next not whats 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 whats 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 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.
We may use artificial intelligence (AI) tools to support parts of the hiring process such as reviewing applications analyzing resumes or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed please contact us.
Required Experience:
IC
About Company
Control spend your expense management and corporate travel management with Emburse. Select the best expense management software for your business or organization from our list of award-winning products and software.
