Full-Time Account Executive

Account Executives will focus on finding and closing deals with companies over 500+ employees in size. Through a defined sales process and partnership with key sales leaders, Account Executives and Senior Account Executives will strive to meet and exceed quarterly and annual sales goals.

Essential Functions

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 level business 

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 

Range of $600-$900K Yearly Quota 

Education

High school diploma or GED 

Equivalent years of relevant experience may substitute 

Preferred: A college degree is preferred but not required

Experience - Required 

Minimum of 5-7 years of experience selling financial SaaS solutions to companies with a minimum of 1000 employees 

Proven track record of closing 5-figure and six-figure ARR license deals 

Experience - Preferred 

Proven track record of consistently finishing above annual quota 

Knowledge of travel and expense and/or AP/Payments management industry highly preferred 

Experience selling to finance personas 

Experience with MEDDPICC, Challenger Sale

Additional Eligibility Qualifications 

Strong prospecting skills 

Ability to set, manage and document agreed outcomes of successful meetings 

Keen curiosity about businesses, how they work and specifically AP/Finance/Expense operations 

Strong presentation skills 

Excellent communication skills, including one on one, small virtual setting and in front of a larger group 

Ability to analyze AP/Expense processes to determine the best solution fit 

Technology skills and the proven ability to use email, Zoom, SFDC, other sales tools as needed to increase sales efficiency 

Comfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for Emburse 

Ability to work with internal and external partners to a mutually agreed outcome 

Communication 

Attention to Detail 

Time Management 

Emotional Intelligence 

Active Listening 

Sales Execution Resourcefulness 

Discover Issues, Needs and Pain Points 

Quantify and Articulate Value 

Overcome Objections 

Prospecting (research and outreach) 

Solution Development 

Establish Executive Sponsorship 

Negotiation 

Upselling and cross-selling 

Data Analysis