Essential Functions

• 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 

Education

• High school diploma or GED 
• Equivalent years of relevant experience may substitute  
• Preferred: A college degree is preferred but not required

Experience - 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 

Experience - Preferred

• 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

Additional Eligibility Qualifications

• 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