Account Executives will focus on finding and closing deals with existing Client 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/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
Education
Preferred: Undergraduate College Degree, equivalent years of relevant experience may be substituted for Undergraduate College Degree
Experience - Required
Minimum of 8-10 years of experience selling financial SaaS solutions to companies with a minimum of 500 employees; preference for experience in selling to companies with 1000-5000+ employees
Proven track record of closing 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 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 outcom
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
Relationship Building
