Senior Account Executive, MM/ENT at Emburse

Barcelona, Catalonia, Spain

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Travel and Expense Solutions, SaaS, Enterprise SoftwareIndustries

Requirements

Undergraduate College Degree preferred (equivalent years of relevant experience may substitute)
Minimum of 8-10 years of experience selling financial SaaS solutions to companies with a minimum of 500 employees (preference for 1000-5000+ employees)
Proven track record of closing six-figure ARR license deals
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
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
Time Management
Emotional Intelligence
Active Listening
Sales Execution
Resourcefulness
Discover Issues, Needs

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
Range of $750K-$1.3M Yearly Quota

Skills

Key technologies and capabilities for this role

Sales Cycle ManagementPipeline DevelopmentTerritory PlanningSaaS SalesPresentation SkillsExpense ManagementChannel PartnershipsAccount ManagementNegotiationWeb Presentations

Questions & Answers

Common questions about this position

What is the sales quota for this Senior Account Executive role?

The role has a yearly quota range of $750K-$1.3M.

Is this position remote or does it require office work?

This information is not specified in the job description.

What experience is required for this Senior Account Executive position?

Minimum of 8-10 years selling financial SaaS solutions to companies with at least 500 employees is required, with preference for experience selling to companies with 1000-5000+ employees and a proven track record of closing six-figure ARR deals.

What is the company culture like at Emburse?

Emburse focuses on building the future through technology in travel and expense solutions, with Account Executives working through a defined sales process in partnership with key sales leaders to meet and exceed sales goals.

What makes a strong candidate for this role?

Candidates with 8-10 years selling financial SaaS to mid-market/enterprise companies (500+ employees), a track record of exceeding quotas and closing six-figure ARR deals, and knowledge of travel/expense or AP/payments industries stand out.

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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