Senior 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.

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/Enterprise level business as assigned 
• 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 $750K-$1.3M Yearly Quota 

Education

• Preferred: Undergraduate College Degree, equivalent years of relevant experience may substitute 

Experience - Required

• Minimum of 8-10 years of experience selling financial SaaS solutions to companies with a minimum of 500 employees; preference for experience in selling to companies with 1000-5000+ employees 
• Proven track record of closing 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 Preferred: 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 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

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice. 

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.