Senior SMB SaaS Account Manager – Growth & Upsell

K1 Investment Management, LLC; Dallas (TX); On-site; USD 90,000 - 140,000; Full time

Job summary

Emburse in Dallas seeks a Senior SMB Client Sales Account Manager to drive revenue from existing clients with cloud-based travel, expense, AP and payments solutions. You will upsell and cross-sell, expand the book of business, and manage opportunities end-to-end.

Success requires 3–5 years of SaaS sales experience, a proven track record of hitting quotas, strong presentation skills, and the ability to navigate stakeholder relationships across finance and operations. Travel may be required.

Qualifications

• A college degree is preferred but not required; equivalent years of relevant experience may substitute.
• Minimum 3–5 years of experience selling SaaS solutions, fintech preferred, to companies under 1000 employees.
• Proven track record of closing 5 figure ARR deals.
• Knowledge of travel & expense management and/or AP automation highly preferred.
• Proven track record of consistently finishing above quarterly and annual quota.
• Strong prospecting skills, listening skills and ability to ask probing questions.
• 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—one-on-one, small virtual setting, and in front of a larger group.
• Excellent communication skills both written and verbal.
• 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.
• Comfort negotiating to drive a better deal/outcome for Emburse.
• Ability to collaborate with internal and external partners to a mutually agreed outcome.
• Ability to solve problems calmly and professionally.
• Ability to build and maintain relationships with coworkers and customers.
• Ability to adapt to changing environments.
• Ability to work under moderate supervision and with management.
• Sense of urgency and accountability to sales outcomes.

Responsibilities

• Upsell and Cross sell of additional products and services for assigned territory.
• Execute prospecting cadences and playbook sales strategies to grow revenues within the customer base.
• Maintain an adequate number of client meetings and build pipeline to exceed quarterly and annual objectives.
• Articulate the value of Emburse Solutions with strong presentation skills.
• Lead sales opportunities throughout the entire sales process leveraging GAP Selling methodology.
• Work collaboratively in a team selling environment with Client Success, Solutions Consulting, Overlays and other stakeholders.
• Collaborate with sales management on opportunities and obstacles.
• Promote partner sales development efforts.
• Participate in company-organized sales and marketing events as required.
• Document sales status, contacts and communications within Salesforce.
• Manage sales pipeline and forecast consistently.
• Learn and effectively use all available sales tools including AI.
• Occasional travel required.

Skills

SaaS sales

Account management

Upselling

Cross-selling

Prospecting

Sales cycle

Relationship building

Presentation skills

Communication skills

Negotiation

Forecasting

CRM (Salesforce)

Tools

SFDC (Salesforce)

Zoom

Email tools

Sales tools

Job description

Emburse in Dallas seeks a Senior SMB Client Sales Account Manager to drive revenue from existing clients with cloud-based travel, expense, AP and payments solutions. You will upsell and cross-sell, expand the book of business, and manage opportunities end-to-end.

Success requires 3–5 years of SaaS sales experience, a proven track record of hitting quotas, strong presentation skills, and the ability to navigate stakeholder relationships across finance and operations. Travel may be required.