Emburse

• Deliver compelling, value-focused product demonstrations of the Emburse solution suite to prospective finance, AP, and travel executives. • Collaborate with regional Account Executives to understand prospect pain points and align our product capabilities with their business goals. • Own technical validation tasks, including responding to RFPs, filling out security questionnaires, and setting up trial environments. • Stay ahead of product updates, industry verticals, and competitive landscapes to remain a trusted advisor to internal teams and external prospects. • Assist at trade shows, user conferences, and internal sales meetings to champion the Emburse brand.

Title: Director, Marketing (B2B) Location: Toronto, Canada Type: Full-Time Workplace: hybrid Category: Marketing Job Description: Marketing: – Marketing / Full-Time / Hybrid Who We Are: At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, 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 Director of Marketing to lead North America campaigns across new business and customer growth. This role owns the strategy, execution, and performance of integrated campaigns that drive pipeline and revenue across SMB, mid-market, and enterprise/strategic segments. This isn’t a “run some campaigns and report on clicks” role. You’ll define how we go to market, where we focus, and how we turn attention into actual revenue. You’ll partner across marketing and the broader business to align strategy, prioritize investments, and deliver measurable impact. **Please note this is a hybrid role (3 days a week in the office) and we are NOT able to offer sponsorship now or in the future** What You'll Own - Lead the end-to-end strategy for all North America campaigns, encompassing new business and customer marketing to accelerate deal velocity. - Build and execute multi-channel programs across SMB, MM, and Enterprise segments to drive pipeline and improve conversion rates - Define GTM strategies by industry and audience, identifying target markets to penetrate and expand Emburse’s footprint - Drive demand generation programs that consistently deliver high-quality pipeline while leveraging ABM to win high-value accounts - Build and optimize lifecycle marketing strategies to move prospects and customers through the funnel efficiently - Analyze campaign performance and pipeline data to optimize ROI, audience journeys, and foundational metrics - Partner closely with Sales and Product Marketing to ensure tight alignment on messaging, positioning, and global priorities - Collaborate with Digital, Events, PR, and Social teams to deliver cohesive, high-impact campaigns with consistent messaging - Secure buy-in from key stakeholders and clearly communicate progress, performance, and strategic insights to leadership - Develop comprehensive marketing plans and partner with Marketing Ops to execute pipeline growth initiatives effectively - Manage agency and contractor relationships, including scope and budgets, ensuring partners deliver against business goals - Translate performance insights into fast action to address market conditions and emerging growth opportunities What You'll Bring - Bachelors Degree preferred OR equivalent work experience - Required: Minimum of 7+ years of Marketing experience - Line Management experience - SaaS background preferred - Deep expertise in demand generation, ABM, and lifecycle marketing - Strong understanding of segment-based GTM strategies (SMB, mid-market, enterprise) - Analytical mindset with a bias for action - Ability to influence and align cross-functional teams - Experience managing agencies and external partners - Clear, confident communicator who can translate strategy into execution - Proficiency in Salesforce and marketing automation platforms 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. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

• 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

• 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

• 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

• Own the **full sales cycle** from prospecting through close across Emburse’s full suite • Travel & Expense Management • AP / Invoice Automation • Payments / Corporate Cards • Build and maintain a **healthy pipeline** through a mix of inbound and outbound efforts • Develop and execute a **territory strategy** to drive consistent revenue growth • Lead **discovery conversations** to understand customer pain points across finance, AP, and expense workflows • Position Emburse’s platform by clearly articulating **business value and ROI** • Deliver tailored **product demonstrations** to finance stakeholders and executive buyers • Navigate complex sales cycles by building **multi-threaded relationships**, including CFOs, Controllers, and AP leaders • Partner with internal teams (Sales Engineering, Marketing, Customer Success, Channel) to **advance and close opportunities** • Collaborate with **channel and integration partners** to source and accelerate deals • Maintain accurate pipeline visibility and forecasting in **Salesforce (SFDC)** • Consistently meet or exceed **monthly, quarterly, and annual targets** • Provide feedback on market trends, competitive positioning, and product insights

• 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

Title: Senior BillingPlatform System Administrator Location: Dallas, TX Type: Full-Time Workplace: hybrid Category: Business Systems Job Description: Who We Are: At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, 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 seeking a Senior BillingPlatform™ Administrator to own and optimize the performance, reliability, and configuration of our BillingPlatform™ software environment and its integrations with Salesforce, NetSuite, and Data Warehouse systems. This role is critical to ensuring accurate billing, seamless quote-to-cash execution, and strong financial controls across our revenue operations. You will partner closely with Finance, Revenue Operations, and IT teams to support core billing processes, troubleshoot complex issues, and drive continuous improvement initiatives that enhance automation, compliance, and scalability. This role will be hybrid to our Dallas office 3x a week. What You'll Do: - Serve as primary administrator for Billing Platform, managing configuration, permissions, workflows, and data integrity. - Support daily billing operations, including invoice generation, credit/debit memos, and integration between Salesforce, BillingPlatform, and NetSuite. - Partner with Finance and RevOps to ensure accurate contract, billing, and revenue data across systems. - Lead root-cause analysis and resolution of billing and integration issues; document fixes and preventative measures. - Design and implement system enhancements, process automations, and custom configurations to streamline billing and reporting. - Maintain compliance with internal controls and audit requirements; assist with SOX and SOC testing as needed. - Collaborate with Business Systems and Finance leadership on system roadmap, release management, and platform governance. - Provide tier-2/3 support and user training for billing and revenue operations teams. What We're Looking For: - 5+ years of hands-on experience administering a usage-based billing system (Billing Platform™, Zuora, Chargebee, SuiteBilling, Zone Billing or similar). - Strong understanding of Quote-to-Cash, Revenue Recognition, and Order Management processes. - Experience integrating CRM (Salesforce) and ERP (NetSuite) systems in a SaaS environment. - Solid knowledge of data governance, audit readiness, and financial compliance principles. - Intermediate to advanced SQL and reporting skills a plus. - Excellent analytical, troubleshooting, and communication skills; able to translate business needs into technical solutions. - Bachelor’s degree in Information Systems, Finance, Accounting, or related field preferred. Core Competencies - Billing Expertise: Strong grasp of recurring and usage-based billing models and system configuration. - System Administration: Skilled in managing and optimizing SaaS billing platforms and integrations. Hands on experience with BillingPlatform™ itself, strongly preferred. - Data & Controls: Ensures data accuracy and compliance across Salesforce, BillingPlatform™, and NetSuite. - Process Improvement: Identifies and automates manual billing processes for efficiency and accuracy. - Collaboration: Works effectively with Finance, RevOps, and IT to align business and system needs. - Analytical Thinking: Quickly diagnoses and resolves complex configuration and integration issues. Can distinguish between a solution requiring configuration vs. coding. - Accountability: Operates with ownership, attention to detail, and strong communication. 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.

Who We Are: At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, 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 seeking a Senior BillingPlatform™ Administrator to own and optimize the performance, reliability, and configuration of our BillingPlatform™ software environment and its integrations with Salesforce, NetSuite, and Data Warehouse systems . This role is critical to ensuring accurate billing, seamless quote-to-cash execution, and strong financial controls across our revenue operations. You will partner closely with Finance, Revenue Operations, and IT teams to support core billing processes, troubleshoot complex issues, and drive continuous improvement initiatives that enhance automation, compliance, and scalability. While this role will initially be remote, the expectation is that it will be hybrid 3 days per week once a Boston/Burlington area office is established. What You'll Do: Serve as primary administrator for Billing Platform, managing configuration, permissions, workflows, and data integrity. Support daily billing operations, including invoice generation, credit/debit memos, and integration between Salesforce, BillingPlatform, and NetSuite. Partner with Finance and RevOps to ensure accurate contract, billing, and revenue data across systems. Lead root-cause analysis and resolution of billing and integration issues; document fixes and preventative measures. Design and implement system enhancements, process automations, and custom configurations to streamline billing and reporting. Maintain compliance with internal controls and audit requirements; assist with SOX and SOC testing as needed.

• Knowledgeable in specific Products / Solutions in the Emburse family • Knowledgeable in a specific industry or vertical • Adequately prepare to deliver solution demonstrations by understanding prospect requirements and aligning them with Emburse's best practices demonstration flow • Deliver onsite and remote presentations and demonstrations of Emburse products • Provide technical understanding of our product with the ability to discuss product architecture, security and integration • Assist in creating materials for training and adoption of features and functions • Support RFPs, Security Questionnaires, Trial set-up • Work in a fast paced, team-oriented environment to achieve business goals • Accomplish targeted performance objectives with a positive attitude • Supporting Enterprise sales in primarily one region • Available for extensive travel, short trips usually two to three days duration, after travel restrictions end • Assist at trade shows, user conferences, and sales meetings as required