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Emburse · 2 weeks ago

Senior Lead Account Manager

United States

Full-time

Remote

Senior Level, Lead/Staff

15+ years exp

Emburse is a leader in travel and expense solutions, focused on creating technology that drives business value. The Senior Lead Account Manager will be responsible for upselling and cross-selling to existing clients while growing revenue, collaborating with sales teams, and leading sales opportunities to achieve quarterly sales goals.

Business IntelligenceFinTechManagement Information SystemsNetwork SecuritySoftware

Responsibilities

Upsell and Cross sell, and expansion of additional products and services in assigned customer book of business

Partner with sales leader, BDR’s and CSM’s to create and execute sales strategies to grow revenues within the customer base

Maintain an adequate number of client meetings and continuously build pipeline to exceed quarterly and annual business objectives

Articulate the value of Emburse Solutions with strong presentation skills in the context of customer business problems and outcomes

Effectively lead sales opportunities throughout the entire sales process leveraging GAP Selling sales methodology

Work collaboratively in a team selling environment in a lead role on the team and partner with Client Success, Solutions Consulting, Overlays and other key internal stakeholders

Mentor new employees as requested by manager

Serve as a subject matter expert on spend management from both an Emburse and industry perspective

Collaborate with sales management on sales opportunities and obstacles and develop strategies to maximize wins

Consistently document sales status, contacts and communications within Salesforce.com

Constantly manage sales pipeline and forecast with a high degree of accuracy

Learn and effectively use all available sales tools, and assist other team members as requested by manager

Mentor new sales executives as requested by manager

Travel required; overnight travel required occasionally

Annual quota of $1.4M

Qualification

SaaS sales experienceFinancial SaaS solutionsGAP Selling methodologySales pipeline managementPresentation skillsTeam selling environmentProspecting skillsBusiness acumenResourcefulnessCommunicationNegotiation skillsProblem-solving skillsRelationship buildingAdaptability

Required

Minimum of 15+ years of experience selling SaaS solutions to companies with a minimum of 1000 employees or in a relevant specialized vertical; minimum of 4 years selling financial SaaS solutions

Proven track record of closing 5 and 6 figure ARR deals

Experience working successfully in a team selling environment

Strong prospecting skills and ability to direct prospecting efforts of others

Strong listening skills and ability to ask probing questions

Ability to set, manage and document agreed outcomes to drive a sales process

Strong business acumen and ability to understand the customer's business and their key strategic business objectives and specific AP/Finance/Expense operations objectives and serve as an advisor on how Emburse can help them achieve their goals

Strong presentation skills- including one on one and in front of a larger group, both virtually and in person. Ability to lead executive level conversations and presentations

Excellent communication skills both written and verbal to different types of stakeholders

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

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

Ability to drive a team strategy and coordinate and work with internal and external partners to a mutually agreed outcome

Ability to solve problems as they arise in a calm, professional manner, and work collaboratively as needed to determine creative solutions

Ability to build and maintain effective relationships with co-workers and customers

Ability to quickly adapt to a changing environment

Ability to collaborate effectively with management work under moderate supervision

Operate with a sense of urgency

Accountable to sales outcomes and commitments

Establish Executive Sponsorship

Justify Value