Account Executive - Velocity

Summary

Emburse is an expense intelligence company providing AI-powered solutions that modernize financial operations and optimize enterprise spending. The Account Executive will manage the full sales cycle for companies with fewer than 200 employees, develop territory and sales strategies, generate pipeline, demonstrate SaaS solutions, and meet or exceed revenue targets.

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 level business
• Meet or exceed monthly sales targets according to sales plan
• Maintain an adequate number of new prospect meetings and continuously building a 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

Skills

• 3+ years of experience selling financial SaaS solutions to companies with a maximum of 200 employees
• Proven track record of consistently finishing above annual quota
• Experience selling to finance personas
• Experience with MEDDPICC, Challenger Sale
• 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 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
• Strong ability to quantify and articulate value, overcome objections prospecting (research and outreach)
• Undergraduate College Degree preferred
• Equivalent years of relevant experience may substitute
• Proven track record of closing ARR license deals preferred
• Knowledge of travel and expense and/or AP/Payments management industry highly preferred

Qualifications

Must Haves

• 3+ years of experience selling financial SaaS solutions to companies with a maximum of 200 employees
• Proven track record of consistently finishing above annual quota
• Experience selling to finance personas
• Experience with MEDDPICC, Challenger Sale
• 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 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
• Strong ability to quantify and articulate value, overcome objections prospecting (research and outreach)

Nice to Haves

• Undergraduate College Degree preferred
• equivalent years of relevant experience may substitute
• Proven track record of closing ARR license deals preferred
• Knowledge of travel and expense and/or AP/Payments management industry highly preferred

Benefits

• Competitive pay
• Flexible work
• An inclusive, collaborative environment that supports your success