The Role
The Senior Account Manager at Emburse will focus on upselling and cross-selling to existing clients, maintaining client relationships, and achieving sales goals. This role requires strong presentation, sales strategy execution, and collaborative skills within a team-oriented environment.
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 travel and expense solutions, we are creating a future where technology drives business value and inspires extraordinary results.
Senior Lead Account Manager 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, they will strive to meet and exceed quarterly sales goals.
What you will do :
- Upsell and Cross sell, and expansion of additional products and services in assigned customer book of business
- Partner with sales leader, BDR’s and CSM’s to create and execute 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 in the context of customer business problems and outcomes
- Effectively lead sales opportunities throughout the entire sales process leveraging GAP Selling sales methodology
- Work collaboratively in a team selling environment in a lead role on the team and partner with Client Success, Solutions Consulting, Overlays and other key internal stakeholders
- Mentor new employees as requested by manager
- Serve as a subject matter expert on spend management from both an Emburse and industry perspective
- Collaborate with sales management on sales opportunities and obstacles and develop strategies to maximize wins
- Consistently document sales status, contacts and communications within Salesforce.com
- Constantly manage sales pipeline and forecast with a high degree of accuracy
- Learn and effectively use all available sales tools, and assist other team members as requested by manager
- Mentor new sales executives as requested by manager`
- Travel required; overnight travel required occasionally
- Annual quota of $1.4M
What are we looking for :
- Education:
- Experience:
- Minimum of 15+ years of experience selling SaaS solutions to companies with a minimum of 1000 employees or in a relevant specialized vertical; minimum of 4 years selling financial SaaS solutions
- Proven track record of closing 5 and 6 figure ARR deals
- Experience working successfully in a team selling environment
- Proven track record of consistently finishing above quarterly and annual goals
- Demonstrated success carrying and exceeding an annual quota of over $1M
- Knowledge of travel and expense and/or AP/Payments management industry highly preferred
- Knowledge of GAP Selling, Challenger Sale, SPIN or equivalent sales methodology
- Certifications:
- Additional Eligibility Qualifications
- Strong prospecting skills and ability to direct prospecting efforts of others
- Strong listening skills and ability to ask probing questions
- Ability to set, manage and document agreed outcomes to drive a sales process
- Strong business acumen and ability to understand the customer’s business and their key strategic business objectives and specific AP/Finance/Expense operations objectives and serve as an advisor on how Emburse can help them achieve their goals
- Strong presentation skills- including one on one and in front of a larger group, both virtually and in person. Ability to lead executive level conversations and presentations.
- Excellent communication skills both written and verbal to different types of stakeholders
- 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 drive a team strategy and coordinate and work with internal and external partners to a mutually agreed outcome
- Ability to solve problems as they arise in a calm, professional manner, and work collaboratively as needed to determine creative solutions.
- Ability to build and maintain effective relationships with co-workers and customers
- Ability to quickly adapt to a changing environment
- Ability to collaborate effectively with management work under moderate supervision
- Operate with a sense of urgency
- Accountable to sales outcomes and commitments
- Establish Executive Sponsorship
- Justify Value
- Discover & Define Problems
- Introduce New Products
- Domain Expertise
- Handle Objections
- Sales Execution
- Resourcefulness
Preferred: A undergraduate college degree is strongly preferred
Required:
Preferred:
Required: None
Required:
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.
Top Skills
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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.
