Senior Account Manager, MM/ENT at Emburse

United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Travel and Expense Solutions, Spend Management, SaaSIndustries

Requirements

Undergraduate college degree strongly preferred
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
Proven track record of consistently finishing above quarterly and annual goals (preferred)
Demonstrated success carrying and exceeding an annual quota of over $1M (preferred)
Knowledge of travel and expense and/or AP/Payments management industry highly preferred
Knowledge of GAP Selling, Challenger Sale, SPIN or equivalent sales methodology (preferred)
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

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
Meet annual quota of $1.4M

Skills

Upsell

Cross-sell

Account Management

Salesforce

GAP Selling

Pipeline Management

Forecasting

Spend Management

Sales Strategy

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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