---
title: 'Account Executive, SMB at Emburse'
canonical: 'https://feeny.ai/job/account-executive-smb-emburse-united-states-1v7gwwvshwxb'
type: 'job'
last_seen: '2026-10-30'
---

# Account Executive, SMB at Emburse

- **Company:** Emburse
- **Location:** United States
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-10-26
- **Last confirmed live:** 2026-10-30
- **Apply:** https://jobs.lever.co/emburse/5f1e6ea6-3116-4d01-bae8-d02edeab85f6

## 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.

Account Executives, SMB will focus on attracting small business leads, approximately 75 to 400 in size.  Through a defined sales process and partnership with key sales leaders, Sales Executives, SMB will strive to meet and exceed quarterly sales goals.

What You Will Do:

- Drive the full sales lifecycle: Manage end-to-end deal execution—from prospecting and high-impact discovery calls to solution demos, value negotiation, and closing.

- Build and command a robust pipeline: Combine inbound qualified leads with disciplined outbound multi-channel prospecting (phone, email, video, and social) to exceed pipeline coverage targets.

- Deliver high-impact product demonstrations: Showcase Emburse’s SaaS platform through compelling virtual presentations tailored to finance leaders, controllers, and CFOs.

- Serve as a trusted industry advisor: Master the mechanics of Accounts Payable (AP) and expense workflows to diagnose operational friction and position Emburse as a vital ROI driver.

- Expand through strategic channels: Cultivate referral networks and partner/channel alliances to generate high-conversion deal opportunities.

- Execute territory business plans: Map market opportunities, prioritize high-yield accounts, and collaborate with sales leadership to accelerate deal velocity.

- Champion market insights: Represent Emburse at industry events, gather competitive feedback from the front lines, and share deal strategies in weekly pipeline reviews.

- Elevate the sales floor: Act as a team culture carrier by mentoring incoming sales executives and sharing winning tactics across the floor.

What You Will Bring:

- 1–3+ years of B2B sales experience with a proven background in prospecting, qualifying, and closing (SaaS, fintech, or cloud solution experience strongly preferred).

- Demonstrated quota achievement: A track record of hitting or exceeding performance benchmarks and building pipeline from scratch.

- Business and financial acumen: Curiosity about how corporate finance functions operate, particularly AP, expense automation, and operational cost controls.

- Commanding communication skills: Polished presentation ability whether leading a 1:1 discovery call or pitching a buying committee over Zoom.

- Value-driven negotiation ability: Confidence in guiding commercial discussions, overcoming objections, and defending software value to secure win-win agreements.

- Tech agility: Proficiency navigating a modern revenue tech stack, including Salesforce (SFDC), Zoom, and digital sales tools.

- Education: Bachelor’s degree preferred, or equivalent relevant practical experience (High School Diploma or GED required).

- AI-enabled sales proficiency: Experience with leveraging generative AI tools (e.g., meeting intelligence, account research, hyper-personalized outreach, or pipeline forecasting) to streamline workflows and boost selling efficiency.

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

- [Account Executive, SMB (Dallas)](https://feeny.ai/job/account-executive-smb-dallas-emburse-dallas-1dt40mv3y83v) — Dallas, TX
- [Account Executive - Midmarket (Dallas)](https://feeny.ai/job/account-executive-midmarket-dallas-emburse-dallas-4ba8chp83trd) — Dallas, TX
- [Account Executive - Midmarket (remote US)](https://feeny.ai/job/account-executive-midmarket-remote-us-emburse-united-states-z0r79csx9tkc) — United States
- [Account Executive - Velocity](https://feeny.ai/job/account-executive-velocity-emburse-united-states-7dbg16j65qnz) — United States
- [Senior Account Executive](https://feeny.ai/job/senior-account-executive-emburse-italy-r15tm1mg4bep) — Italy
- [Product Manager (Travel)](https://feeny.ai/job/product-manager-travel-emburse-toronto-rg8wxghpcegp) — Toronto, Canada
- [Implementation Project Manager (SaaS/Fintech)](https://feeny.ai/job/implementation-project-manager-saas-fintech-emburse-addison-t3fadf0es3jz) — Addison, TX
- [Senior Engineering Manager, Analytics](https://feeny.ai/job/senior-engineering-manager-analytics-emburse-toronto-kpxkbsmffern) — Toronto, Canada
- [Sales Development Representative](https://feeny.ai/job/sales-development-representative-emburse-barcelona-g01z38whs8jv) — Barcelona, Spain
- [Software Engineer II](https://feeny.ai/job/software-engineer-ii-emburse-toronto-tg86xqc38287) — Toronto, Canada