---
title: 'Account Executive - Midmarket (remote US) at Emburse'
canonical: 'https://feeny.ai/job/account-executive-midmarket-remote-us-emburse-atlanta-xra48bw3547j'
type: 'job'
last_seen: '2026-09-11'
---

# Account Executive - Midmarket (remote US) at Emburse

- **Company:** Emburse
- **Location:** Atlanta, GA
- **Employment:** full-time
- **Work type:** hybrid
- **Posted:** 2026-08-06
- **Last confirmed live:** 2026-09-11
- **Apply:** https://jobs.lever.co/emburse/cc100a70-59d1-42d0-a8c0-2ff387fb0493

## Job description

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 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.

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 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.

## 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.

## 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.

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.

## About Emburse

## Company Overview
- **One-liner**: Emburse provides an AI-powered, end-to-end travel and expense management platform that simplifies spending, compliance, and financial workflows for organizations of all sizes.
- **Entity Type**: Private (acquired by Chrome River Technologies in 2019; backed by K1 Investment Management and Y Combinator)
- **Headquarters**: Dallas, Texas, United States
- **Founded**: 2015
- **Founders**: Not publicly listed on primary sources; the company was formed through the acquisition and consolidation of multiple expense management platforms (including Abacus, Captio, Certify, Chrome River, Nexonia, and Tallie)

## Core Business
- **Primary Industry**: Software Development / Fintech – Travel and Expense Management
- **Target Customers**: B2B – Global enterprises, mid-sized businesses, SMBs, public sector agencies, and nonprofits
- **Mission**: "To deliver the greatest business value for our customers and make the lives of professionals easier through innovative expense management, business travel, accounts payable, and payment solutions." [emburse.com](https://www.emburse.com/company/about-emburse)

## Products & Services
- **Emburse Travel**: Mobile-first travel booking and management tool that integrates with expense tracking for real-time visibility and compliance.
- **Emburse Expense**: AI-driven expense management that automatically captures, categorizes, and validates spend in real time before reports are submitted.
- **Emburse AP Automation**: Accounts payable automation for invoicing and payments, reducing manual data entry and processing time.
- **Emburse Payments**: Streamlined payment solutions integrated with the expense and AP workflow.
- **Emburse AI**: Purpose-built AI layer that provides real-time visibility and control, enforces policy pre-submission, and adapts to global tax and currency rules.
- **Emburse Integrations**: Connects with hundreds of third-party technology solutions (ERP, CRM, HRIS) and travel providers. [emburse.com](https://www.emburse.com/company/about-emburse)

## Market Standing
- **Valuation/Market Cap**: Not publicly disclosed.
- **Key Metric**: Annual Revenue of **$166.1 million** (latest estimate). Total Funding of **$4.4 million** (seed and private equity). [LinkedIn](https://linkedin.com/company/emburse)
- **Notable Investors/Partners**: K1 Investment Management (lead private equity investor, 2019), Y Combinator (seed stage). Key partners include hundreds of travel and technology providers.
- **Growth Signals**: Headcount of 611 employees (+7.1% YoY). Over **12 million professionals** in **200 countries** use the platform. Serves **over 15,000 organizations**. Acquired multiple companies to build its suite: Certify, Nexonia, Captio, TripBAM, Roadmap, and Data Visualization Intelligence. [emburse.com](https://www.emburse.com/company/about-emburse) [LinkedIn](https://linkedin.com/company/emburse)

## Competitive Advantages
- **Unified Platform**: Combines travel, expense, AP, and payments on a single AI-powered platform, creating a comprehensive spend management solution.
- **Global Scale**: Available in 180 currencies and used across 200 countries, with deep compliance for international tax and currency rules.
- **Acquisition Strategy**: Built a best-in-class suite by acquiring and integrating multiple market-leading expense management tools (Certify, Chrome River, Nexonia, Tallie, Abacus), creating a broad customer base and deep feature set.
- **AI-First Approach**: Purpose-built AI enforces policy, automates categorization, and provides real-time insights, reducing manual work for finance teams.

## Strategic Focus
- **AI-Powered Automation**: Deepening AI capabilities to drive further automation and intelligence across the entire spend lifecycle.
- **Platform Consolidation**: Continuing to unify the acquired product portfolio into a single seamless experience.
- **Global Expansion**: Growing presence in EMEA, APAC, and other international markets (with offices in Spain, UK, Australia, Canada, India).
- **Enterprise & Mid-Market Penetration**: Targeting CFOs, travel managers, and finance teams at larger organizations seeking strategic spend control.

## Why Work Here
- **Culture**: Emphasizes "smart and caring people" and building a strong community with quarterly outings and office social events. The company's values are focused on impact and innovation.
- **Remote/Hybrid Policy**: Hybrid approach with offices in Dallas, Burlington (MA), and other global hubs. Many roles are remote-friendly, but specific policy varies by location and role.
- **Perks**: Generous 401(k) matching, financial planning services (including legal planning for trusts/wills), and a partnership with eCornell for employee learning and development. Full benefits include retirement planning and professional development budgets for conferences and courses. [emburse.com](https://www.emburse.com/company/careers)
- **Engineering Culture**: Strong engineering presence (19% of workforce in technical roles). Actively hiring for Software Engineer III, Sr Software Engineer, and SDET roles, suggesting a focus on building and scaling the platform.
- **Considerations**: Employee reviews (2.9/5.0 on LinkedIn) indicate mixed sentiment, with lower scores for culture (2.7) and career growth (2.9), but higher for work-life balance (3.5) and compensation (3.1). This may reflect challenges common in post-acquisition integration phases. [LinkedIn](https://linkedin.com/company/emburse)

## Sources
1. [Emburse About Page](https://www.emburse.com/company/about-emburse)
2. [Emburse Careers Page](https://www.emburse.com/company/careers)
3. [LinkedIn Company Page](https://linkedin.com/company/emburse)
4. [Emburse Lever Careers](https://jobs.lever.co/emburse)
5. [Indeed Company Page](https://www.indeed.com/cmp/Emburse)

## Other roles at Emburse

- [Senior Software Engineer in Test I](https://feeny.ai/job/senior-software-engineer-in-test-i-emburse-spain-92qs8mffvetx) — Spain
- [Senior Learning & Development Specialist](https://feeny.ai/job/senior-learning-development-specialist-emburse-toronto-3g04dtygb676) — Toronto, Canada
- [Salesforce Architect (Salesforce CPQ)](https://feeny.ai/job/salesforce-architect-salesforce-cpq-emburse-boston-ftwkms1wn74f) — Boston, MA
- [Product Manager (Travel)](https://feeny.ai/job/product-manager-travel-emburse-addison-sg9w4bc4pnw0) — Addison, TX
- [Senior Director, Sales - Mid-Market  (West/Central)](https://feeny.ai/job/senior-director-sales-mid-market-west-central-emburse-dallas-ryq10by2ps7a) — Dallas, TX
- [Associate Account Executive](https://feeny.ai/job/associate-account-executive-emburse-addison-551sgz9096xf) — Addison, TX
- [Enterprise Sales Executive - UK](https://feeny.ai/job/enterprise-sales-executive-uk-emburse-london-fxsbzdhmg5q8) — London, United Kingdom
- [Director of HR Operations](https://feeny.ai/job/director-of-hr-operations-emburse-toronto-nsdngabjr60d) — Toronto, Canada
- [Director of HR Operations](https://feeny.ai/job/director-of-hr-operations-emburse-addison-x7j9chkqz95a) — Addison, TX
- [Sales Development Representative](https://feeny.ai/job/sales-development-representative-emburse-addison-7r6114ghmqdg) — Addison, TX