Account Manager, SMB at Emburse

Barcelona, Catalonia, Spain

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Not SpecifiedCompensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Travel and Expense Solutions, SaaS, FinTechIndustries

Requirements

Minimum of 3-5 years of experience selling SaaS solutions, fintech preferred, to companies under 1000 employees
Proven track record of closing 5 figure ARR deals
Strong prospecting skills
Strong listening skills and ability to ask probing questions
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—including one on one, small virtual setting and in front of a larger group
Excellent communication skills both written and verbal
Ability to analyze AP/Expense processes to determine the best solution fit
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 work with internal and external partners to a mutually agreed outcome
Ability to solve problems as they arise in a calm, professional manner
Ability to build and maintain effective relationships with co-workers and customers
Ability to quickly adapt to a changing environment
Ability to work under moderate supervision and collaborate effectively with management
Operate with a sense of urgency
Accountable to sales outcomes and commitments
Establish Executive Sponsorship
Justify Value
Discover & Define Problems
Introduce New Products
Domain Expertise
Handle Objections
Sales Execution
Resourcefulness
Preferred: A college degree (or equivalent years of relevant experience)
Preferred: Knowledge of travel & expense management and/or AP automation
Preferred: Proven track record of consistently finishing above quarterly and annual quota

Responsibilities

Upsell and Cross sell of additional products and services for assigned territory
Execute prospecting cadences and playbook 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
Effectively lead sales opportunities throughout the entire sales process leveraging GAP Selling sales methodology
Work collaboratively in a team selling environment and partner with Client Success, Solutions Consulting, Overlays and other key internal stakeholders
Collaborate with sales management on sales opportunities and obstacles
Promote partner sales development efforts
Participate in company-organized sales and marketing events as required
Other duties as assigned
Consistently document sales status, contacts and communications within Salesforce.com
Constantly manage sales pipeline and forecast
Learn and effectively use all available sales tools
Occasional travel required
Meet and exceed quarterly sales goals (annual quota of $475,000)

Skills

Salesforce.com

GAP Selling

Upsell

Cross sell

Prospecting

Pipeline Management

Sales Forecasting

Presentation Skills

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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