Senior "new logo sales" and "enterprise" Sales Account Executive
Posted on 3/28/2024
Emburse

501-1,000 employees

Global provider of spend optimization solutions
Company Overview
Emburse is a global leader in spend optimization, trusted by over 18,000 organizations across 120 countries, including Fortune 100 corporations, startups, and nonprofits. The company's culture is centered around humanizing work, eliminating manual tasks, and providing solutions that streamline processes, increase spend visibility, and enhance compliance, thereby delivering positive financial outcomes. Emburse's technical innovation is evident in its products like Certify AP, Nexonia, Tallie, and Captio, which automate AP processes, support missions, integrate with other finance systems, and expedite expense report processing, respectively.
Financial Services
Data & Analytics

Company Stage

Seed

Total Funding

$120K

Founded

2015

Headquarters

Portland, Maine

Growth & Insights
Headcount

6 month growth

-2%

1 year growth

4%

2 year growth

-4%
Locations
Remote in USA
Experience Level
Entry
Junior
Mid
Senior
Expert
Desired Skills
Sales
Communications
Management
Marketing
CategoriesNew
Sales & Account Management
Field Sales
Strategic Account Management
Requirements
  • Undergraduate College Degree
  • 8-10 years of experience selling financial SaaS solutions to companies with a minimum of 1500 employees
  • New logo sales focus
  • Proven track record of closing six-figure ARR license deals
  • Knowledge of travel and expense and/or AP/Payments management industry
  • Experience selling to finance personas
  • Experience with MEDDPICC, Challenger Sale
  • Strong prospecting skills
  • Keen curiosity about businesses, how they work and specifically AP/Finance/Expense operations
  • Strong presentation skills
  • Excellent communication skills
  • 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
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
  • 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