Senior Lead Account Executive - Enterprise

Who We Are: 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’re looking for a high-impact S enior 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 Compensation Additional Information 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 moderni