Senior Client Sales Executive, Emburse

• Preferred: A undergraduate college degree is strongly preferred
• Minimum of 7-10 years of experience selling SaaS solutions, fintech preferred, to companies
• With 1000+ employees
• Proven track record of closing 5 and 6 figure ARR deals
• Strong prospecting skills and ability to direct prospecting efforts of others
• Strong listening skills and ability to ask probing questions
• 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
• Ability to set, manage and document agreed upon outcomes to drive a sales process
• Excellent communication skills both written and verbal to different types of stakeholders, both internally and externally
• 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 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

Desirable

• Enterprise Client Sales Executives 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
• Client Sales Executives 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, Client Sales Executives will strive
• To meet and exceed quarterly sales goals
• Upsell and Cross sell of additional products and services in assigned customer book of business
• Partner with sales leader, 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 MEDDPICC 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
• Serve as a subject matter expert on travel and expense, 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