Account Executive, Emburse
SMB
Spend optimization platform
Open for applications
Spend optimization platform
501-1000 employees
Open for applications
501-1000 employees
Company mission
To humanize work by empowering employees, approvers, finance professionals and CFOs to eliminate manual, time-consuming tasks so they can focus on what matters most.
Role
Who you are
- High School Diploma or GED. Equivalent year of relevant experience may substitute
- A college degree is preferred
- A minimum of 1-3 Years of sales or marketing related experience
- 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 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
What the job involves
- Account Executives, SMB will focus on attracting small business leads, approximately 75 to 400 in size
- Through a defined sales process and partnership with key sales leaders, Sales Executives, SMB will strive to meet and exceed quarterly sales goals
- Prospect new Small Business opportunities from pool of targeted leads (from 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)
- Partner with sales managers 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
- Collaborate with sales management on sales opportunities and obstacles
- Effectively demonstrate Emburse SaaS solutions with strong presentation skills
- Effectively lead sales opportunities throughout the entire sales process (Qualification to Close)
- Collaborate with sales management on sales opportunities and obstacles
- 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 be an industry expert in AP, Expense and Business needs of an SMB level business
- 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
- Mentor and help onboard new sales executives
- Must exceed annual sales quota at least two times in the past
- Annual Quota: $400,000
Our take
Keeping track of spend is a vital capability for businesses - one that has been complicated by the switch to digital payments, an increase in remote working, and inflation, among other things. Emburse supplies a platform to manage and optimize spend, that removes the need for manual processes, speeding them up whilst keeping them compliant and delivering insights into spend trends.
Emburse's platform covers travel, employee and centralized spend, with a range of capabilities including automated purchasing, technology assisted human audit, and smart data reporting. Upwards of 18,000 organizations make use of the company's offering, with notable clients including Microsoft and Bosch, and it has been recognized as an industry leader - all boding well for its future.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (2 rounds)
Mar 2016
$0.2m
SEED
Jun 2015
$4.2m
SEED
Total funding: $4.4m
Company benefits
- Keep work and life balanced with generous paid time off for every employee and flexible work schedules
- Every employee can volunteer for a cause that matters to them, because enriching the community matters
- New parents receive paid leave so they can focus on bonding with a new addition to their happy family
- We have medical, dental, vision, disability and life insurance plans that can fit any family size and lifestyle—including health savings accounts (HSA)
- We offer a generous match to pre- or post-tax retirement savings accounts so employees can worry less about the future—plus expert legal planning services for trusts, wills and more. We also offer financial planning services
- Our pre-tax flexible spending account (FSA) helps to pay for approved medical expenses, plus a transit benefit to ease the costs of commuting
- What’s the purpose of living without a little fun? Our offices have quarterly outings, a delicious supply of snacks and beverages, along with Friday get-togethers to build a strong community at work
Company values
- Sincerity
- Empathy
- Empowerment
- Individuality
- Teamwork
Company HQ
Miracle Mile, Los Angeles, CA
Articles
Leadership
Eric Friedrichsen
(CEO, not founder)Previously served as Global Head of Commercial, SMB, and Growth Markets for Marketo. Experience as Senior Vice President and General Manager for SAP and as Senior Vice President for SAP Concur.
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