Account Executive, Enterprise
At Emburse our mission is to help make our users’ lives – and their businesses – better. We are dramatically transforming how organizations manage corporate expenses and invoices. We humanize work by automating manual tasks and saving users’ time, so they can focus on what matters most – their family, community, or more rewarding work. We help CFO’s give their employees a simple and amazing experience while ensuring compliance and reducing costs. Our solutions are tailored for companies from start-ups and SMBs to enterprises such as Microsoft, Pinterest, Bosch, Bill & Melinda Gates Foundation, and Estee Lauder. We have more than 18,000 customers and 12 million users globally.
Account Executives will focus on finding and closing deals with companies over 500+ employees in size. Through a defined sales process and partnership with key sales leaders, Account Executives and Senior Account Executives will strive to meet and exceed quarterly and annual sales goals.
- 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
- High school diploma or GED
- Equivalent years of relevant experience may substitute
- Preferred: A college degree is preferred but not required
- Minimum of 5-7 years of experience selling financial SaaS solutions to companies with a minimum of 1000 employees
- Proven track record of closing 5-figure and six-figure ARR license deals
- Proven track record of consistently finishing above annual quota
- Knowledge of travel and expense and/or AP/Payments management industry highly preferred
- 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 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 and Pain Points
- Quantify and Articulate Value
- Overcome Objections
- Prospecting (research and outreach)
- Solution Development
- Establish Executive Sponsorship
- Negotiation
- Upselling and cross-selling
- Data Analysis
- Relationship Building
Emburse provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Emburse complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment.
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If you're ready to take your career to new heights, consider the exciting position of Account Executive, Enterprise at Emburse! Here at Emburse, our mission is all about enhancing lives—both personal and business-related—by streamlining corporate expenses and invoices. By automating tedious tasks, we help our users focus on what truly matters, whether that’s spending more time with family or diving into more rewarding professional endeavors. As an Account Executive, you will be instrumental in connecting with larger companies, especially those with 500 or more employees. Your role will involve leading them through our seamless sales process, from identifying new leads to successfully closing deals. You’ll become the trusted voice for potential clients, explaining our unique suite of services and how they can transform their expense management. You’ll work closely with sales leaders to develop strategies that not only meet but exceed sales targets. Your insights will shape our approach to the market! You'll foster relationships with both clients and partners, presenting solutions that meet the needs of enterprises such as Microsoft and the Bill & Melinda Gates Foundation. Bring your strong communication skills and a keen curiosity about business operations to this role, and be part of a team that’s making a significant impact worldwide. With your talents, we’ll continue ensuring our services bring amazing experiences for our clients, and in return, we’ll offer competitive compensation and an environment that thrives on collaboration and innovation.
By
Emburse
Emburse humanizes work by empowering business travelers, finance professionals and CFOs to eliminate manual, time-consuming tasks so they can focus on what matters most.
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