Sales and Onboarding Specialist

About the role

This is a Sales and Onboarding Specialist position for our client, Expensify.

Increase your chances of an interview by reading the following overview of this role before making an application.

Expensify helps companies take the pain out of expense management and business travel. Our platform brings expense reporting, the Expensify Card, and Expensify Travel into one place, so finance teams spend less time chasing receipts and more time on work that matters.

As a Sales and Onboarding Specialist, you own the full experience for new leads: you're the first expert they talk to, the person who shows them what the product can do, and the one who gets them live and using it well. This is a hybrid sales and onboarding seat, which means you close the deal and then make sure the customer actually succeeds with what they bought.

You'll work with admins, controllers, and finance decision-makers who are evaluating a real change to how their company handles spend. Your job is to make that decision easy and the rollout smooth.

This role is remote, with coverage expected in either EMEA or PST/APAC timezones.

What you'll do

• Be the product expert. Develop deep working knowledge of the Expensify platform — core expense management, the Expensify Card, and Expensify Travel — and translate that into clear, practical guidance for prospects.
• Own the onboarding journey. Guide new leads from first conversation through deployment: account configuration, policy setup, feature adoption, and best practices that fit how their finance team actually works.
• Run your own communications. Manage email and scheduled calls with your assigned leads, keeping momentum and answering questions before they become blockers.
• Lead training and Q&A sessions. Deliver live sessions for admins and decision-makers, tailored to their team size, workflows, and goals.
• Manage your pipeline. Own your book of business in HubSpot CRM — accurate stages, clean notes, reliable forecasting.
• Support integrations. Help customers connect and configure accounting integrations including NetSuite, QuickBooks, and Xero, and troubleshoot when setups need adjusting.
• Close new business. Convert qualified leads into live, successful customers and hit your targets consistently.

What we're looking for

• 2+ years in a sales, onboarding, or hybrid sales-onboarding role — SaaS or FinTech experience is a strong plus
• Exceptional written and verbal communication; you can explain a technical workflow to a CFO and a finance admin in the same call
• Strong technical aptitude with software — you pick up new tools quickly and enjoy getting into the details of how things are configured
• Comfort managing a pipeline and working to targets
• Experience with tools like HubSpot, Gong, and Google Drive
• A proactive, self-directed working style — you don't wait to be handed the next step
• Working knowledge of accounting practices is preferred but not required

Why join Expensify

• Autonomy with support. You'll own your pipeline and your customers, with a team behind you when you need it.
• Real impact. You're not one voice among fifty — you're a core part of how new customers experience the company.
• A category that's changing. Expense management and business travel are being rebuilt around automation and smarter spend controls, and you'll be part of that shift.
• A team that cares. xhyhwjd You'll work alongside people who are genuinely invested in the product and in each other.