The Role
Drive revenue by upselling and cross-selling cloud-based travel, expense, accounts payable, and payments solutions to existing SMB clients. Manage prospecting cadences, client meetings, sales opportunities, pipeline, forecasting, presentations, negotiations, and Salesforce documentation. Partner with Client Success, Solutions Consulting, sales management, and other stakeholders to exceed quarterly and annual quotas.
Summary Generated by Built In
Who We Are:
At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in expense intelligence, we are creating a future where technology drives business value and inspires extraordinary results. Our AI-powered platform helps organizations modernize financial operations, increase visibility, and optimize spend across the enterprise.
SMB Client Sales Account Managers drive company revenue through end to end sales, seeking opportunities to provide existing Emburse clients with enhanced value through cloud-based travel, expense, AP and payments solutions built to humanize the workplace.
SMB Client Sales Account Managers will be responsible for upsell and cross sell to existing Emburse clients and growing revenue in their book of business. Through a defined sales process and partnership with key sales and cross functional stakeholders, SMB Client Sales Account Managers will strive to meet and exceed quarterly sales goals.
What You Will Do
- Upsell and Cross sell of additional products and services for assigned territory
- Execute prospecting cadences and playbook 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
- Effectively lead sales opportunities throughout the entire sales process leveraging GAP Selling sales methodology
- Work collaboratively in a team selling environment and partner with Client Success, Solutions Consulting, Overlays and other key internal stakeholders
- Collaborate with sales management on sales opportunities and obstacles
- Promote partner sales development efforts
- Participate in company-organized sales and marketing events as required.
- Consistently document sales status, contacts and communications within Salesforce.com
- Constantly manage sales pipeline and forecast
- Learn and effectively use all available sales tools including AI
- Occasional travel required
What You Will Bring
- A college degree is preferred but not required. Equivalent years of relevant experience may substitute
- Minimum of 3-5 years of experience selling SaaS solutions, fintech preferred, to companies under 1000 employees.
- Proven track record of closing 5 figure ARR deals
- Knowledge of travel & expense management and/or AP automation highly preferred
- Proven track record of consistently finishing above quarterly and annual quota
- Strong prospecting skills, listening skills and ability to ask probing questions
- 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- including one on one, small virtual setting and in front of a larger group
- Excellent communication skills both written and verbal
- 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
- 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
- Ability to solve problems as they arise in a calm, professional manner
- Ability to build and maintain effective relationships with co-workers and customers
- Ability to quickly adapt to a changing environment
- Ability to work under moderate supervision and collaborate effectively with management
- Operate with a sense of urgency
- Accountable to sales outcomes and commitments
Why Emburse?
Finance is changing—and at Emburse, we’re leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimize spend—so they can focus on what’s next, not what’s slowing them down.
• A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize
their finance operations.
• A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI to solve real-
world challenges.
• A Culture That Empowers – Competitive pay, flexible work, and an inclusive, collaborative environment that
supports your success.
• A Career That Matters – Your work here drives efficiency, innovation, and smarter financial decision-making
for businesses everywhere.
Shape your future & find what’s next at Emburse.
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.
Skills Required
- 3-5 years of experience selling SaaS solutions to companies with fewer than 1,000 employees
- Proven track record of closing five-figure ARR deals
- Proven track record of exceeding quarterly and annual sales quotas
- Strong prospecting, listening, presentation, written, and verbal communication skills
- Ability to analyze accounts payable and expense processes to determine solution fit
- Experience using Salesforce, Zoom, email, and other sales tools
- Ability to negotiate with customers and manage sales opportunities through the full sales process
- Ability to build and maintain effective customer and colleague relationships
- Ability to work collaboratively with internal and external partners
- Ability to adapt quickly, solve problems professionally, and work under moderate supervision
- College degree
- Fintech sales experience
- Knowledge of travel and expense management or accounts payable automation
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The Company
What We Do
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. Emburse brings together some of the world’s most powerful and trusted expense and AP automation solutions, including Abacus, Captio, Certify, Chrome River, Nexonia and Tallie. The company’s innovative offerings, which are uniquely tailored for specific industries, company sizes, and geographies, are trusted by more than 4.5 million users in more than 120 countries. Over 14,000 customers, from start-ups to global enterprises, including Boot Barn, Grant Thornton, Telefónica, Lufthansa Systems, and Toyota rely on Emburse to make faster, smarter decisions, empower business travelers to recapture lost nights and weekends spent doing tedious expense management, and help make users’ lives -- and their businesses -- better.
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