SaaS Account Executive - Mid-Market Expense Solutions

Emburse; United States; On-site; USD 90,000 - 140,000; Full time

Benefits offered by this job

Competitive pay

Flexible work

Job summary

Emburse is seeking an Account Executive to own the end-to-end sales cycle, from prospecting to closing, focusing on companies with 200 or fewer employees. You will articulate Emburse’s expense intelligence solutions, develop territorial plans, and drive revenue growth through new and existing customers.

You will build strong relationships, demonstrate products, and collaborate with Channel Partners to exceed quarterly targets, leveraging MEDDPICC and Challenger methodologies within a dynamic,

Qualifications

• Bachelor's degree preferred or equivalent years of relevant experience.
• 3+ years of experience selling financial SaaS solutions to companies with a maximum of 200 employees.
• Proven track record of closing ARR license deals.
• Proven track record of consistently finishing above annual quota.
• Knowledge of travel and expense and/or AP/Payments management industry highly preferred.
• Experience selling to finance personas. Experience with MEDDPICC, Challenger Sale.
• 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 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.
• Strong ability to quantify and articulate value, overcome objections prospecting (research and outreach).

Responsibilities

• Manage all aspects of the sales cycle from pipeline sourcing to closing.
• Articulate Emburse's service, benefits, and processes to potential clients via phone, email, online meetings, and in-person.
• Develop understanding of territory and marketplace; develop and execute strategic territory plan.
• Create and execute sales strategies to grow revenues within existing and new customers.
• Develop relationships and leads through partner/channel networking.
• Demonstrate Emburse SaaS solutions with strong presentation skills.
• Lead opportunities through the full sales process.
• Collaborate with sales management on opportunities and obstacles.
• Engage Channel Partners regularly to promote partner sales development.
• Participate in company sales/marketing events as required.
• Position yourself to understand AP, Expense and Business needs of mid-market clients.
• Meet or exceed monthly sales targets and maintain a robust pipeline.
• Present Emburse solutions via web presentations to potential clients.

Skills

Prospecting

Closing deals

MEDDPICC

Challenger Sale

Finance SaaS

Sales strategy

Presentation skills

Communication skills

SFDC (Salesforce)

Territory management

Education

Bachelor's degree or equivalent

Tools

SFDC (Salesforce)

Zoom

Email

CRM software

Job description

Emburse is seeking an Account Executive to own the end-to-end sales cycle, from prospecting to closing, focusing on companies with 200 or fewer employees. You will articulate Emburse’s expense intelligence solutions, develop territorial plans, and drive revenue growth through new and existing customers.

You will build strong relationships, demonstrate products, and collaborate with Channel Partners to exceed quarterly targets, leveraging MEDDPICC and Challenger methodologies within a dynamic,