Senior Lead Account Executive - Enterprise

Emburse emburse.com Open · verified Oct 8, 2026

Remote Atlanta Full-time Senior Account Executive

At a glance

Senior Account Executive role at Emburse. Remote, United States · full-time.

Pay not stated

RoleAccount Executive

SenioritySenior

LocationAtlanta

WorkplaceRemote

EmploymentFull-time

PostedOct 6, 2026 · 2d ago

Role brief

growthroles summary, based on the employer's posting.

What you'll do

Run enterprise deals from initial prospecting through contract close, engaging organizations with at least 3,500 employees
Build a territory plan that creates pipeline and supports revenue targets
Lead discovery with CFOs and finance leaders, then connect their priorities to measurable outcomes and ROI
Navigate large buying groups, develop executive sponsors, and negotiate deal terms and pricing
Keep forecasts and CRM records current, while sharing customer and market feedback across internal teams

What you bring

At least eight years selling SaaS to enterprise organizations with 3,500 or more employees
A record of closing deals worth six figures or more in complex sales
Experience selling to finance, accounts payable, payments or expense management teams
Evidence of building pipeline through outbound prospecting and meeting or beating quota

Who this fits

This senior role suits a strategic, consultative seller comfortable with complex enterprise buying groups and executive conversations. It is a remote role based in Atlanta.

From the employer

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 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

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 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 what’s 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 genetics. In 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.