Emburse - Senior Lead Account Executive, Enterprise

United States1w ago

In Office Staff NA Payments Software Account Executive Enterprise Account Executive Zoom Learning & Development Upselling Cross-selling Expense Management ARR Prospecting Outreach

Requirements

• Ability to set, manage and document agreed outcomes of successful meetings • Keen curiosity about businesses, how they work and specifically AP/Finance/Expense operations • 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 • 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 • Upselling and cross-selling • Relationship Building

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 • 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

Benefits

• Finance is changing—and at Emburse, we’re leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimize spend—so they can focus on what’s next, not what’s slowing them down. • A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize • their finance operations. • A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI to solve real- • world challenges. • A Culture That Empowers – Competitive pay, flexible work, and an inclusive, collaborative environment that • supports your success. • A Career That Matters – Your work here drives efficiency, innovation, and smarter financial decision-making • for businesses everywhere. • Shape your future & find what’s next at Emburse.