Remote Source

    Senior Lead Account Executive - Enterprise

    Emburse
    United States
    Full-Time
    Senior (7+ yrs)
    Sales & Business Development
    Leadership
    Posted on April 3, 2026

    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
  1. Own the full sales cycle, from prospecting to close, within enterprise organizations (3,500+ employees)
  2. Build and execute a strategic territory plan to generate pipeline and exceed revenue targets
  3. Engage senior stakeholders, including CFOs and Finance leaders, to understand business priorities and challenges
  4. Lead complex, multi-threaded sales processes with large buying committees
  5. Run thoughtful discovery to uncover pain points and align solutions to measurable business outcomes
  6. Clearly articulate value and ROI to drive urgency and executive buy-in
  7. Establish and grow executive sponsorship within key accounts
  8. Negotiate contracts and pricing to create strong, mutually beneficial outcomes
  9. Partner cross-functionally with Sales Engineering, Customer Success, and Marketing to advance deals
  10. Maintain accurate pipeline management, forecasting, and CRM hygiene
  11. Share market insights and customer feedback to help shape go-to-market strategy
    12. 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
  12. A strategic seller who knows how to navigate and win in complex enterprise environments
  13. Naturally curious about how businesses operate, especially within Finance and AP functions
  14. Skilled at uncovering customer challenges and translating them into compelling solutions
  15. Confident engaging and influencing executive stakeholders
  16. A strong communicator—equally effective in 1:1 conversations and large presentations
  17. Comfortable pushing back and negotiating to drive the best outcomes
  18. Highly organized with strong attention to detail and time management
  19. Data-driven in your approach to pipeline and performance
  20. Proficient in leveraging sales tools (e.g., Salesforce, Zoom, LI Sales Navigator, Gong, etc.) to drive efficient, scalable sales processes
  21. Collaborative, resourceful, and motivated to win as part of a team
    22. Apply for this position

    Company:  Emburse

    Delivers innovative end-to-end travel and expense management solutions for forward-thinking organizations.
    501-1000 employees
    Software & IT Services
    HQ: United States
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