Note: The job is a remote job and is open to candidates in USA. Emburse is a leader in travel and expense solutions, creating a future where technology drives business value. They are seeking a Senior Lead Account Executive to manage the sales cycle, develop strategic territory plans, and exceed sales goals with companies of over 500 employees.
Responsibilities
- 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
Skills
- 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
- 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
- Proven track record of consistently finishing above annual quota
- Knowledge of travel and expense and/or AP/Payments/payroll/HCM industry highly preferred
- Experience selling to finance personas
- Experience with MEDDPICC, Challenger Sale
- Undergraduate College Degree, equivalent years of relevant experience may substitute
Benefits
- Competitive pay
- Flexible work
- An inclusive, collaborative environment that supports your success
Company Overview
Emburse is a provider of expense management and accounts payable automation solutions. It is a sub-organization of Chrome River Technologies. It was founded in 2014, and is headquartered in Los Angeles, California, USA, with a workforce of 501-1000 employees. Its website is http://www.emburse.com/.