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Added 2 mins ago
GS
Director, People & Culture, Care Delivery Assets
GRP SCAN Group
United States
- $180,000 to $210,000 USD / year
…decades of experience, we have built a distinctive, values-driven platform dedicated to improving care for older…
Added 3 mins ago
Technology Talent Sourcer
Massachusetts Mutual Life Insurance Co.
Boston, MA · NY
…sought-after emerging and high demand skills not limited to AI , Data , Cloud and Cybersecurity…
Added 4 mins ago
Senior Director - Counter-C5ISRT (Campaign Lead)
LEIDOS, INC.
Alexandria, VA
…counter-C5ISRT mission - shifting from fragmented solutions to platform-based, productized capabilities that deliver decision advantage at speed and scale across the Joint…
Added 5 mins ago
Experienced Aerospace Safety Engineer
The Boeing Company
Mesa, AZ
…Technology (including Manufacturing Technology), Computer Science, Data Science, Mathematics, Physics, Chemistry or non-US equivalent qualifications directly related to the work…
Added 5 mins ago
Associate Software Test Engineer (P-8 Mission Systems)
The Boeing Company
Kent, WA
…Expertise in Weapons integration, Sensors integration, Tactical Data Links, Operator Machine Interface (OMI) is…
Added 5 mins ago
Senior Aerospace Safety Engineer
The Boeing Company
Long Beach, CA
…Technology (including Manufacturing Technology), Computer Science, Data Science, Mathematics, Physics, Chemistry or non-US equivalent qualifications directly related to the work…
Added 5 mins ago
Experienced Aerospace Safety Engineer
The Boeing Company
Long Beach, CA
…Technology (including Manufacturing Technology), Computer Science, Data Science, Mathematics, Physics, Chemistry or non-US equivalent qualifications directly related to the work…
Added 6 mins ago
J
Intermediate Data Engineer
Denver, CO · Cedar Rapids, IA
- $77,000 to $95,000 USD / year
Assist in selection and integration of data related tools, frameworks, and applications required to expand platform capabilities.
Added 8 mins ago
Senior Software Engineer
ServiceNow
Santa Clara, CA
…AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow - helping 85% of the Fortune 500® work smarter, faster, and better.…
Added 8 mins ago
Senior Director, AI Platform Engineering Management
ServiceNow
Santa Clara, CA
…AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow - helping 85% of the Fortune 500® work smarter, faster, and better.…
Added 9 mins ago
Senior Implementation Consultant
Point of Rental Software
United States
…businesses worldwide to get them up and running on the POR Elite platform and operating at their best. This team combines deep rental industry knowledge with sharp consulting instincts, and…
Added 9 mins ago
Senior Product Manager
Acxiom
Albuquerque, NM
Serve as the product owner for client and partner cleanroom implementations and supporting data delivery platform capabilities.
Added 9 mins ago
Intern, Technical Undergraduate Year-Round - Solar Thermal Test & Demonstration, Onsite
Sandia National Laboratories
Albuquerque, NM
…test loop, optical characterization tools, a rotating trough platform, a 16 kWth solar furnace, and long-range heliostat analysis…
Added 9 mins ago
Platform Engineer
ASM Research, An Accenture Federal Services Company
Santa Fe, NM
The Platform Engineer (Ops Technology Lead) is responsible for designing, implementing, and maintaining IT infrastructure platforms within the CASTLE-NET program, ensuring reliability,…
Added 9 mins ago
Technical Operations Program Manager (Open to ND/MN Only)
Razor
Fargo, ND
Proficiency with technical solutions, data analytics, and reporting platforms, including experience with tools such as Power BI, Excel, Power Platform, Azure DevOps, SharePoint, or…
Added 9 mins ago
Senior Finance Cloud Applications Analyst - EPM
Highmark Health
Santa Fe, NM
…enhance its Oracle Cloud Enterprise Performance Management platform. This role will focus primarily on Oracle Cloud Planning / EPBCS while also supporting related EPM applications such as…
Added 9 mins ago
Network Security Engineer Master
GovCIO
Santa Fe, NM
Develop secure controls for traffic between users, servers, applications, management networks, guest networks, IoT/OT devices, data-center workloads, and cloud resources.
Added 9 mins ago
O
NA Sales Representative, Data Platform Healthcare
Oracle
Santa Fe, NM
- $126,600 to $217,700 USD / year
Data Platform Account Executive – Healthcare & Life Sciences (Multi-Cloud)
Added 9 mins ago
Site Reliability Engineer (5757)
SMX
Santa Fe, NM
Beyond hands-on platform engineering, you will serve as a customer-facing Technical Subject Matter Expert (SME), engaging with stakeholders to translate mission challenges into actionable…
Added 9 mins ago
Financial Analyst (Remote)
GovCIO
Santa Fe, NM
Learning & Development platform, to include certification preparation content
Added 10 mins ago
C
Senior Director, Engineering - ICM
CaptivateIQ
Remote, United States
- $237,440 to $373,630 USD / year
We started with incentive compensation management and are now expanding our platform to solve broader enterprise performance management challenges. Recognized by analysts like Gartner,…
Added 10 mins ago
Regional Sales Manager, SLED (Midwest)
Torq
United States
…growth. Fueling Torq's momentum is our game-changing AI SOC platform, backed by a team and culture that makes Torq one of Forbes' Best Startup Employers in America, and a Business Insider…
Added 10 mins ago
Regional Sales Manager - Federal Civilian
Torq
United States
…growth. Fueling Torq's momentum is our game-changing AI SOC platform, backed by a team and culture that makes Torq one of Forbes' Best Startup Employers in America, and a Business Insider…
Added 10 mins ago
HA
Build Engineer
Hadrian Automation
Torrance, CA
- $135,000 to $250,000 USD / year
…manufacturing, and more, while scaling our Factory-as-a-Service platform to transform how critical products are…
Added 11 mins ago
RS
Full Stack Development Lead
Ryan Specialty, LLC
Carmel, IN · Chicago, IL
- $128,000 to $160,000 USD / year
The Lead Full Stack Developer drives the design, delivery, and evolution of modern web applications, APIs, and system integrations, using AI to accelerate development and deliver…

Emburse

Manager, Sales - SMB

Remote, United States

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Job details

Posting language: English
Posted: Nov 9, 2026

Original 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.

Emburse is hiring a Manager, Sales (SMB) to lead and scale our North American new logo sales team for small and mid-sized businesses with 200 to 1,000 employees. You will manage Account Executives who prospect outbound, run short sales cycles, and win over finance leaders across the U.S. and Canada.

This is a player-coach role. You will be on live calls, co-sell critical demos, and coach reps on qualification, pipeline, and closing. You own the team's outbound engine, pipeline discipline, and forecast accuracy, and you are measured on what your team produces.

What You Will Do

Lead and develop the team

Manage, coach, and develop a team of SMB Account Executives focused on new logo acquisition.
Run weekly 1:1s, call reviews, and skills sessions that build deal control, executive presence, and closing ability.
Partner with People Operations to recruit, onboard, and ramp new AEs quickly.
Build a culture of accountability, daily execution, and continuous development.

Run the full sales cycle with an outbound focus

Set and enforce a daily and weekly operating cadence for outbound prospecting, speed to lead, and pipeline progression.
Coach reps on multithreaded prospecting, discovery, and qualification using MEDDPICC.
Coach reps on Challenger-style insight selling that reframes how finance leaders think about spend, controls, and efficiency.
Inspect pipeline weekly, remove stalled deals, and deliver accurate weekly and monthly forecasts.
Run deal clinics on objection handling, procurement and contracting, and one- or two-call closes.

Sell to and coach for financial decision makers

Prepare the team to engage CFOs, Controllers, and Directors of Finance with confidence and a clear business case.
Coach reps to articulate ROI and the value of Emburse's AI-powered automation across travel, expense, and accounts payable.
Lead senior stakeholder conversations yourself and co-sell with reps on high-value meetings.
Travel to customer sites and prospect locations to lead or support larger, more complex deals.

Use AI and modern sales tools to drive productivity

Set the standard for AI tool adoption across the team, including conversational intelligence, outreach, CRM, and meeting prep tools.
Use CRM and call data to diagnose performance gaps and coach to them.
Build repeatable AI-assisted workflows for prospecting, account research, call preparation, and follow-up.

Engage cross-functional leaders (core responsibility)

Engage Revenue Operations on pipeline data, forecasting, sales tooling, and process changes.
Engage Sales Development leadership on lead routing, qualification criteria, SDR-to-AE handoffs, and outbound targeting.
Engage Product and Product Marketing leaders on competitive insights, messaging, AI feature positioning, and customer feedback from the field.
Work with Marketing on inbound routing and campaign feedback loops.
Align with Solutions Consulting, Implementation, and Customer Success for clean handoffs and fast time to value.

What You Bring

3 to 5 years of experience as a sales leader managing B2B SaaS or fintech Account Executives.
5+ years of quota-carrying sales experience with a consistent record of attainment in a transactional or high-velocity environment.
MEDDPICC certification, with hands-on ability to coach reps through each element on live deals.
Executive presence and experience selling to CFOs, Controllers, or Accounting Managers.
Proven success running teams on short sales cycles (30 to 60 days) with multiple closes per month.
Working command of the full sales cycle, from prospecting and discovery through negotiation and close.
Strong command of activity and velocity metrics: call volume, connect rate, demo completion, stage conversion, and cycle length.
Hands-on experience with Salesforce and modern sales technology such as Salesloft or Outreach, Gong, and ZoomInfo.
Ability and willingness to travel as needed for larger, more complex deals.
Experience working effectively with Revenue Operations, Sales Development, and Product or Product Marketing leaders to improve sales results.
AI fluency: You use generative AI, conversational intelligence, or CRM copilot tools in your own selling and management work, and you have trained a team to use them. You can point to a measurable result, such as higher activity per rep, faster cycle times, or better pipeline quality.

Preferred

Challenger certification.

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.

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More about this job

Skills

Sales
Cold calling
Procurement
Accounts payable
Research
Forecasting
Leadership
Negotiation
Salesforce
Decision making

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