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Company

Emburse · 5 hours ago

Senior Account Executive, Enterprise

United States

Full-time

Remote

Senior Level, Lead/Staff

8+ years exp

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Responsibilities

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

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Financial SaaS solutionsSales strategy developmentClosing dealsExpense ManagementAP/Payments managementMEDDPICCChallenger SaleProspectingData AnalysisSales Execution ResourcefulnessSolution DevelopmentQuantifyArticulate ValueOvercome ObjectionsEstablish Executive SponsorshipAnalyze processesRelationship Building

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

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 outcome

Communication

Attention to Detail