Sales Executive Mid-Market and 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

What you'll do:

• 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 acquisitionDevelop 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 level business
• Meet or exceed monthly sales targets according to sales plan
• Maintain an adequate number of new prospect meetings and continuously building a 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 $600-$1M Yearly Quota
• #LI-LH1
• #LI-Remote

What we're looking for:

• Undergraduate College Degree preferred or equivalent years of relevant experience may substitute
• 6-10 years of experience selling financial SaaS solutions to companies with a minimum of 1000 employees
• Proven track record of closing 5-figure and six-figure ARR license deals preferred
• Proven track record of consistently finishing above annual quotaKnowledge of travel and expense and/or AP/Payments management industry highly preferred
• Experience selling to finance personas Experience with MEDDPICC, Challenger Sale
• 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 AP/Expense processes to determine the best solution fit
• Technology skills and 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
• Strong ability to quantify and articulate value, overcome objections prospecting (research and outreach)