Account Executive, MM/ENT at Emburse

United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Travel and Expense Solutions, SaaS, SoftwareIndustries

Requirements

Undergraduate College Degree (Preferred)
Minimum of 5-7 years of experience selling financial SaaS solutions to companies with a minimum of 1000 employees (Required)
Proven track record of closing 5-figure and six-figure ARR license deals (Required)
Proven track record of consistently finishing above annual quota (Preferred)
Knowledge of travel and expense and/or AP/Payments management industry (Highly Preferred)
Experience selling to finance personas (Preferred)
Experience with MEDDPICC, Challenger Sale (Preferred)
Strong prospecting skills (Required)
Ability to set, manage and document agreed outcomes of successful meetings (Required)
Keen curiosity about businesses, how they work and specifically AP/Finance/Expense operations (Required)
Strong presentation skills (Required)
Excellent communication skills, including one on one, small virtual setting and in front of a larger group (Required)
Ability to analyze AP/Expense processes to determine the best solution fit (Required)
Technology skills and the proven ability to use email, Zoom, SFDC, other sales tools as needed to increase sales efficiency (Required)
Comfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for Emburse (Required)
Ability to work with internal and external partners to a mutually agreed outcome (Required)
Communication (Required)
Attention to Detail (Required)
Time Management (Required)
Emotional Intelligence (Required)
Active Listening (Required)
Sales Execution (Required)
Resourcefulness (Required)
Discover Issues, Needs and Pain Points (Required)
Quantify and Articulate Value (Required)
Overcome Objections (Required)
Prospecting (research and outreach) (Required)
Solution Development (Required)
Establish Executive Sponsorship (Required)

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 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

Skills

Sales Cycle Management

Pipeline Sourcing

Deal Closing

Territory Planning

SaaS Sales

Presentation Skills

Expense Management

Channel Partnerships

Outbound Sales

Inbound Leads

Emburse

Automates accounts payable and expense management

About Emburse

Emburse automates accounts payable processes and expense management for businesses. Its software solutions help organizations manage invoices and expenses more efficiently by providing tools for invoice capture, approval routing, and faster payments. This automation reduces the need for additional staff in accounts payable and helps prevent cash flow issues. Emburse differentiates itself from competitors by offering personalized support and seamless integration with various technology solutions and travel providers, ensuring smooth data flow. The company's goal is to simplify financial workflows, allowing businesses to save time and money while improving spend visibility and control.

Los Angeles, CaliforniaHeadquarters

2015Year Founded

$4.2MTotal Funding

SEEDCompany Stage

Fintech, Financial ServicesIndustries

501-1,000Employees

Benefits

Remote Work Options

Risks

Legal issues with a former employee could harm Emburse's reputation and finances.

Emerging fintech startups pose competitive threats with lower-cost solutions.

Economic uncertainties may affect the adoption of travel and expense management tools.

Differentiation

Emburse offers AI-powered solutions for expense management and accounts payable automation.

The company provides integrated travel and expense management with tools like Emburse Book.

Emburse's SaaS model allows seamless integration with hundreds of technology solutions.

Upsides

Growing demand for AI-powered financial solutions boosts Emburse's market potential.

Partnership with Finexio enhances Emburse's digital ecosystem and service offerings.

Recognition in IDC MarketScapes highlights Emburse's leadership in AP automation.

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