Senior Client Account Manager

SMB Client 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 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 Account Managers will strive to meet and exceed quarterly sales goals.

What you'll do:

• Upsell and Cross-sell of additional products and services in the 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 management
• Travel required; overnight travel required occasionally
• Annual quota of $500k

What we are looking for:

• A college degree is preferred but not required. Equivalent years of relevant experience may substitute
• Minimum of 5-10 years of experience selling SaaS solutions, fintech preferred, to companies with 1000+ employees
• Proven track record of closing 5-figure ARR deals, experience working 5-figure deals
• Consistent and proven track record of consistently finishing above the quarterly and annual quota
• Knowledge of travel and expense and/or AP/Payments management industry is highly preferred
• Knowledge of GAP Selling, Challenger Sale, SPIN, or equivalent sales methodology
• Strong prospecting skills and direct prospecting efforts of others
• Strong listening skills and ability to ask probing questions
• Ability to set, manage, and document agreed outcomes of customer engagements
• Keen curiosity about businesses, how they work, and specifically AP/Finance/Expense operations
• Strong presentation skills- including one-on-one, small virtual settings 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, and other sales tools as needed
• Comfort professionally pushing back on and negotiating with customers 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 limited supervision and collaborate effectively with management
• Operate with a sense of urgency
• Accountable for sales outcomes and commitments
• Establish Executive Sponsorship
• Justify Value
• Discover & Define Problems
• Introduce New Products
• Domain Expertise
• Handle Objections
• Sales Execution
• Resourcefulness