Sales Executive New Business

About the role

Sales Executive, Nordic Region

Emburse is a defining force in the expense intelligence sector. We operate at the intersection of technology and finance, constructing a future where intelligent platforms generate tangible business value and exceptional outcomes. Our AI-driven solutions are designed to help organizations transform financial operations, achieve unprecedented visibility, and optimize enterprise spend. This position represents a foundational opportunity to establish our presence in the Nordic region. We seek a strategic Sales Executive who functions as a hunter and a networker, capable of building the relationships and closing deals that drive meaningful change.

This role requires a quota-bearing individual with a strategic mindset. The primary mission is to build Emburse's footprint across the Nordic region. Success is achieved by prospecting enterprise companies, building robust business networks, and navigating complex sales cycles. The Sales Executive will utilize a structured methodology, such as MEDDPICC or Challenger Sales, to guide deals from initiation to closure. Collaboration with internal sales leaders is essential to develop the approach and exceed defined performance targets.

Role Responsibilities

The Sales Executive will own the entire sales cycle for enterprise clients in the Nordic territory. This involves shaping the narrative around how expense intelligence delivers strategic advantage. Key duties include mapping the regional landscape to identify and expand within key accounts. The executive will architect tailored value propositions that align our platform's capabilities with specific client goals for financial transformation.

A core function is championing solution-based selling. This highlights the platform's ability to provide visibility, drive modernization, and optimize organizational spend. The role requires coordinating complex sales motions, using established frameworks to move stakeholders through the buying process. Building and leveraging alliances with critical partners is a priority to access decision committees and accelerate growth.

The executive will conduct rigorous deal assessments, applying qualification standards to prioritize high-probability opportunities. This includes shaping forecasts and monitoring pipeline health through diligent tracking of MEDDPICC metrics and progression signals. A significant part of the role involves executing outreach campaigns designed to initiate conversations with enterprise leaders who seek expense intelligence solutions.

Compensation and Location

The position is based in London. It is a full-time engagement offering a competitive compensation package. The on-target earnings (OTE) are structured at 65,000 GBP, with a potential total compensation reaching 100,000 GBP. This structure rewards high performance and successful quota attainment.

Requirements

To be considered, candidates must bring a minimum of three years of experience selling complex solutions to corporate environments. A proven track record of exceeding sales quotas within structured sales methodologies is mandatory. Demonstrated ability to both hunt new accounts and nurture existing relationships for expansion is essential.

Fluency in the English language is a mandatory requirement for effective communication with stakeholders and for guiding deals to a successful conclusion.

Preferred Qualifications

Experience selling expense, finance, or payment platforms to enterprise clients is a significant advantage. While no specific tool proficiencies are mandated, a quick aptitude for learning new systems is expected.

Next Steps

Please This is a unique opportunity to join a growing organization and define the future of expense intelligence in the Nordic market.

What you'll do

• Investigate and analyze the enterprise landscape in the Nordic territory to uncover high-value opportunities for Emburse.
• Utilize a consultative selling methodology to diagnose client challenges and present tailored solutions for financial transformation.
• Map intricate decision-making units and stakeholder ecosystems to identify key influencers and sponsorship pathways.
• Champion the strategic value of AI-driven expense intelligence to drive modernization and optimize organizational spend.
• Build and maintain a robust network of strategic alliances and partners to access new accounts and accelerate deal velocity.
• Conduct comprehensive deal analysis using qualification frameworks to forecast pipeline health and prioritize high-probability opportunities.
• Design and execute targeted outreach campaigns that engage C-level executives and operational leaders in enterprise organizations.
• Collaborate closely with internal sales leadership to refine the go-to-market approach and ensure alignment with quarterly targets.
• Track and report on detailed MEDDPICC metrics to provide transparency and insight into the sales pipeline.
• Own the end-to-end sales cycle, guiding prospects from initial discovery through contract negotiation and closure.
• Develop compelling narratives that articulate the return on investment and strategic impact of Emburse's platform.
• Proactively identify expansion opportunities within existing client portfolios to drive account growth and retention.
• Synthesize market feedback and competitive intelligence to refine product positioning and sales arguments.
• Represent Emburse at industry forums and client meetings to strengthen brand presence and credibility.

Requirements

• Bring a minimum of three years of experience selling complex solutions to corporate environments.
• Possess a proven track record of exceeding sales quotas within structured sales environments.
• Demonstrate a consistent ability to both hunt for new business and expand existing relationships.
• Fluency in the English language is mandatory for all client communications and internal coordination.
• Apply a disciplined approach to sales forecasting and pipeline management using established qualification criteria.
• Exhibit strong negotiation skills to navigate stakeholder alignment and secure mutually beneficial agreements.
• Maintain a high level of integrity and transparency in all client interactions and internal reporting.
• Thrive in a fast-paced environment where adaptability and resilience are essential for success.

Nice to have

• Experience selling expense, finance, or payment platforms to enterprise clients.
• A quick aptitude for learning new systems and technologies to support the sales process.