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Senior Account Executive, Enterprise

extra holidays - extra parental leave - fully flexible - 4 day week

Remote:

Full Remote

Contract:

Full time

Salary:

750 - 750K yearly

Experience:

Senior (5-10 years)

Work from:

United States

Offer summary

Qualifications:

Undergraduate college degree preferred, 8-10 years selling financial SaaS solutions, Proven track record of closing six-figure deals, Experience in travel and expense management preferred.

Key responsabilities:

Manage the entire sales cycle
Develop and execute a strategic territory plan

Emburse Information Technology & Services Scaleup https://www.emburse.com/

501 - 1000 Employees

HQ: Los Angeles

See more Emburse offers

Job description

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

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

Preferred: Proven track record of consistently finishing above annual quota

Preferred: Knowledge of travel and expense and/or AP/Payments management industry highly preferred

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

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.