Senior Account Executive, Emburse
Enterprise
Spend optimization platform
Be an early applicant
Spend optimization platform
501-1000 employees
Be an early applicant
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
- 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/payroll/HCM industry highly preferred
- Preferred: Experience selling to finance personas Preferred: Experience with MEDDPICC, Challenger Sale
- Preferred: Undergraduate College Degree, equivalent years of relevant experience may substitute
- 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
What the job involves
- 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
- 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
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
-5% employee growth in 12 months
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 HQ
Miracle Mile, Los Angeles, CA
Leadership
Marne Martin
(CEO)Non Executive Board Member at Riskonnect. Former CSOP and President of IFS, and CEO at WorkWave.
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