Emburse

Sales

• Lead, develop, and inspire a team of Mid-Market Account Executives focused on new logo acquisition
• Build a high-performance culture grounded in accountability, ownership, and continuous improvement
• Recruit, onboard, and ramp talent as the team continues to grow
• Establish and enforce a strong operating cadence around pipeline generation, deal progression, and forecast accuracy
• Ensure consistent pipeline creation, including rep-driven prospecting in addition to marketing support
• Implement and maintain disciplined forecasting and deal inspection frameworks
• Coach reps on multi-threaded deal strategy, including stakeholder mapping and value articulation
• Actively engage in and support large, complex deals with longer sales cycles
• Elevate the team’s ability to sell multi-product, solution-based value in competitive environments
• Partner with reps to engage CFOs, Controllers, and senior finance leaders
• Help position Emburse’s platform across travel, expense, AP/invoice, payments, and corporate cards
• Drive strong executive-level conversations that align to business outcomes
• Collaborate with Marketing, SDRs, Solutions Consulting, Customer Success, and Partnerships
• Align go-to-market efforts to improve pipeline quality, conversion, and overall performance
• Drive coordinated execution across the customer lifecycle

Senior Director, Sales – Mid-Market

Artificial Intelligence

• Own and manage AI automation initiatives across the entire Customer Experience (CX) lifecycle, from onboarding and adoption to renewals.
• Design, build, and deploy sophisticated Claude-based workflows to automate customer intelligence, health scoring, and repetitive CX processes.
• Automate the integration of customer insights into core business drivers, including renewals, upsells, and cross-sell opportunities.
• Develop automated frameworks for high-level data synthesis, including NPS analysis, churn patterns, and insight extraction from customer interactions.
• Create and maintain scalable prompt engineering frameworks and reusable templates to ensure the consistency and accuracy of AI outputs.
• Collaborate with Product, Sales, and Ops to seamlessly integrate AI workflows into existing tech stacks, including CRMs and support platforms.
• Establish rigorous quality assurance processes to validate AI outputs for compliance, accuracy, and alignment with the corporate brand voice.
• Monitor and tune automation performance against key business metrics such as NRR (Net Revenue Retention), Retention Rate, and CSAT.
• Act as the internal Subject Matter Expert (SME) for AI capabilities, providing documentation, stakeholder training, and ensuring responsible AI data privacy and risk mitigation.

AI Automation Analyst, Claude

Manager

• Team Leadership: Recruit, train, and manage a diverse team of Analysts, Engineers, and Team Leads, overseeing the full employee lifecycle from hiring to performance management.
• Strategic Execution: Translate company-wide strategic objectives into actionable team goals, ensuring all technical milestones align with broader business needs.
• Resource & Capacity Planning: Proactively forecast resource requirements and manage team utilization to ensure high-efficiency delivery across all projects.
• Performance Governance: Establish and maintain robust metrics to measure team progress, implementation ease, and overall productivity standards.
• Operational Reporting: Provide regular, data-driven reports to executive leadership regarding team performance, service targets, and project results.
• Process Innovation: Lead the continuous improvement of project methodologies and internal tools, recommending policy changes to drive operational efficiency.
• Stakeholder Partnership: Collaborate with internal departments to refine communications and workflows, ensuring an exemplary service experience for both internal and external clients.
• Technical Escalation Management: Serve as the primary lead for technical escalations to Development, overseeing documentation, testing, and progress tracking through resolution.
• Coaching & Culture: Foster a culture of accountability by clearly communicating job expectations and providing ongoing coaching to develop team members' technical and professional skills.

Manager, Technical Shared Services

Marketing

• Develop and manage strategic relationships with key partners to plan and execute co-marketing campaigns that generate partner-sourced pipeline for sales teams
• Serve as the primary point of contact for partner marketing initiatives, building strong relationships with stakeholders across multiple levels
• Plan and execute logistics and tactics for large tradeshows and smaller regional or bespoke events
• Create and deploy integrated, multi-channel marketing campaigns (short- and long-term) aligned to segment needs in collaboration with sales leadership
• Write and optimize compelling marketing copy for email, webinars, and related programs to drive audience engagement
• Manage the marketing calendar, including campaign planning, internal communications, and reporting on program performance
• Monitor, analyze, and continuously optimize partner marketing strategies based on performance data and market trends
• Oversee budget for partner marketing activities and support additional responsibilities as needed

Senior Partner Marketing Manager

Account Executive

• Responsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closing
• Articulate the company's service, benefits, and processes to potential clients through all outlets (phone, email, online meetings, and in-person)
• Develop a strong understanding of the territory, competitive offerings, and marketplace. Responsible for developing and executing a strategic territory plan
• Create and execute sales strategies to grow revenues within the customer base as well as through new customer acquisition
• Develop influential relationships and sales leads through partner/channel and other open networking efforts
• Effectively demonstrate Emburse SaaS solutions with strong presentation skills
• Effectively lead sales opportunities throughout the entire sales process
• Collaborate with sales management on sales opportunities and obstacles
• Promote partner sales development efforts by meeting and communicating with Channel Partners regularly
• Participate in company-organized sales and marketing events as required
• SME in Expense Management
• Work both inbound and outbound leads to generate a robust pipeline of large-size businesses
• Present Emburse's solutions via web presentation to potential clients
• Learn and develop new, creative sales techniques and strategies
• Position yourself to understand the AP, Expense and Business needs of a Mid Market/Enterprise level business as assigned
• Meet or exceed monthly sales targets according to sales plan
• Maintain an adequate number of new prospect meetings and continuously building pipeline to exceed quarterly and annual business objectives
• Participate in weekly sales meetings and articulate market feedback to management
• Assess market opportunities and develop territory plan to meet revenue objectives

Senior Lead Account Executive

Proposal Manager

• Lead end-to-end development and submission of complex RFx responses and security questionnaires, from intake through final delivery
• Serve as the proposal strategy and content SME, ensuring submissions are persuasive, compliant, and aligned to client requirements and Emburse’s strengths
• Develop clear win themes and strategic narratives that differentiate Emburse and resonate with customer priorities
• Draft and structure proposal responses, partnering with Sales for deal-specific positioning and messaging
• Manage timelines, workflows, and internal reviews to ensure on-time, high-quality submissions
• Collaborate cross-functionally with Product, Security, Legal, Finance, Marketing, and other SMEs to gather accurate, validated inputs
• Ensure consistency of brand voice, messaging, and visual standards across all client-facing materials
• Maintain governance, version control, confidentiality, and audit readiness for all proposal documentation
• Act as a power user and steward of the proposal management platform (e.g., RFPIO), maintaining content hygiene, taxonomy, and automation standards
• Track and analyze performance metrics such as turnaround time, win rates, and content reuse to drive continuous improvement
• Provide data-driven insights and recommendations for process optimization and operational scalability
• Mentor junior proposal team members and contribute to training materials, templates, and playbooks
• Support content refresh initiatives, proposal library maintenance, and cross-functional revenue projects

• Develop cross-sell campaign strategies aligned with company revenue goals and customer success objectives.
• Identify target customer segments for cross-sell opportunities based on product usage data, purchase history, and customer lifecycle stage.
• Strategize, design, and develop programs across key digital channels, including, Qualified (website chat), Pendo (in-app communication), Marketo (program workflows, emails, and tagging), and Goldcast (webinars)
• Design and execute multi-channel campaigns, including email sequences, webinars, and in-app messaging, to promote complementary products or services.
• Oversee content creation and coordinate with creative teams to ensure campaigns are visually and tonally consistent with the brand.
• Set clear campaign goals, KPIs, and benchmarks to measure success across channels (e.g., email, webinars, content marketing).
• Work closely with Product Marketing to understand key product features, customer pain points, and upsell opportunities.
• Partner with Customer Success and Sales teams to identify client needs, cross-sell potential, and create tailored campaign messages.
• Test and iterate campaigns by segment to optimize message relevance, timing, and channel effectiveness

Marketing Manager

• Lead and manage a team of SMB sales representatives focused exclusively on new logo acquisition
• Drive sales success within a complex SaaS environment, translating Emburse’s value proposition across travel, expense, AP/invoice, payments, and corporate card solutions
• Communicate and convey the value of Emburse’s platform through phone, virtual demonstrations, and in-person meetings
• Engage directly with the office of the finance C-suite, including CFOs and senior finance leaders, to build executive-level relationships and advance opportunities
• Utilize enterprise-level CRM tools (Salesforce preferred) to monitor and manage daily, weekly, and monthly sales activities and performance
• Establish a strong operating cadence focused on pipeline management, forecasting accuracy, and execution against targets
• Develop and mentor individual contributors through ongoing training, coaching, deal strategy support, and performance management
• Maintain a motivated, engaged, and high-performing sales organization through effective leadership and communication
• Partner cross-functionally to support go-to-market execution and ensure alignment across teams
• Manage multiple high-priority initiatives simultaneously while maintaining strong organizational discipline

Director, Sales

Product Operations

• Lead product operations and analytics for AI-powered financial solutions
• Collaborate with engineering and product development teams
• Drive the strategy for product enhancements and development
• Analyze data to inform product decisions and improvements

Director, Product Operations – Analytics

SDET

• Contribute to the development of an engaging and interconnected set of system solutions.
• Enhance the experiences of customers, solve interesting challenges, and design new solutions.
• Collaborate with Data Engineers, Analytics Engineers, Data Scientists, Product Managers and Platform Engineers to design tests and validate business logic in analytical pipelines.
• Establish test strategies and define appropriate test coverage for pipelines, models and metrics.
• Drive improvements in data quality and reliability through automation, test architecture, and proactive detection of data problems.

Software Engineer III – Data Analytics

• Contribute to the development of an engaging and interconnected set of system solutions.
• Enhance the experiences of customers, solve interesting challenges, and design new solutions.
• Collaborate with Data Engineers, Analytics Engineers, Data Scientists, Product Managers, and Platform Engineers to design tests and validate business logic in analytical pipelines.
• Own quality for analytics deliverables and data platform features within your area. Establish test strategies and define appropriate test coverage for pipelines, models and metrics.

Operations

• Quickly learn and master processes within the Salesforce CRM & CPQ system to assist sales reps with inquiries.
• Support Sales with subscription data, quotes, Order Forms and closing opportunities
• Assist Sales with correct SKU selection and ensure those SKUs with limited access are added in line with business guidance.
• Assist Sales with quote updates for those items with limited access in line with business guidance.
• Work cross functionally with the Business Systems, Finance, Product and Deal Desk teams to support the Sales.
• Respond to Sales inquiries in a timely manner
• Be a ‘Subject Matter Expert’ in Salesforce and Deal processes
• Identify ways to automate and optimize the deal processes / business methods.
• Ad hoc projects as necessary

Deal Operations Analyst

Analyst

• We are looking for a Deal Desk Analyst to join our Deal Operations team to drive efficiencies in our quote to cash process.
• Work directly with the Sales organization by providing a high level of service with integrity, urgency, and responsiveness.
• Quickly learn and master the quoting process within the Salesforce & CPQ system.
• Conduct the initial triage of quotes submitted to Deal Desk for review. Evaluate deal economics, business terms, operational requirements and non-standard structuring requests.
• Collaborate closely with the Deal Desk members to effectively and efficiently manage the Deal Desk queue.
• Review assigned quotes in terms of deal financials, pricing and business risk.
• Provide discount and pricing guidance based upon published business policy and guidelines.
• Operate as an escalation point and ensure compliance with published sales and business approval policies.
• Act as liaison with cross-functional business partners to facilitate deal closure.
• Establish productive relationships and collaborate with Legal, Finance, Product, Pricing Sales and Operations to drive deal accuracy and efficiency.
• Become a subject matter expert on all commercial aspects in deals including pricing, product configuration and business terms.
• Perform any other duties assigned by the Deal Strategy and Operations Senior Director

Deal Desk Analyst

System Administrator

• Serve as primary system owner for NetSuite, overseeing configuration, governance, and integration strategy.
• Partner with Finance and Accounting leaders to define the NetSuite roadmap, ensuring alignment with business strategy and scalability needs.
• Architect and implement end-to-end solutions across GL, AR, AP, Fixed Assets, Procurement, and Revenue modules.
• Lead design and rollout of advanced NetSuite capabilities (e.g., ARM, OneWorld, SuiteBilling) to support Emburse’s multi-entity and subscription business model.
• Establish and enforce development, testing, and change management standards for all NetSuite enhancements.
• Oversee integrations with Salesforce, BillingPlatform, and Snowflake to maintain seamless data flow and process alignment.
• Identify opportunities to automate manual processes, improving accuracy, efficiency, and auditability.
• Support internal and external audits, ensuring compliance with SOX and internal control requirements.
• Mentor and guide junior admins and offshore resources; manage vendor or contractor contributions where applicable.
• Collaborate cross-functionally on enterprise data governance, ensuring NetSuite serves as a trusted financial system of record.

Senior Director, Sales – Mid-Market

AI Automation Analyst, Claude

AI Automation Analyst, Claude

Manager, Technical Shared Services

Senior Partner Marketing Manager

Senior Lead Account Executive

Proposal Manager

Marketing Manager

Director, Sales

Director, Product Operations – Analytics

Software Engineer III – Data Analytics

Software Engineer III – Data Analytics

Deal Operations Analyst

Deal Desk Analyst

Senior Netsuite System Administrator