Client Sales Executive-345 (Hybrid - Portland, ME)

At Emburse our mission is to help make our users’ lives – and their businesses – better. We are dramatically transforming how organizations manage corporate expenses and invoices. We humanize work by automating manual tasks and saving users’ time, so they can focus on what matters most – their family, community, or more rewarding work. We help CFO’s give their employees a simple and amazing experience while ensuring compliance and reducing costs. Our solutions are tailored for companies from start-ups and SMBs to enterprises such as Microsoft, Pinterest, Bosch, Bill & Melinda Gates Foundation, and Estee Lauder. We have more than 18,000 customers and 12 million users globally.
Client Sales Executives will be responsible for upsell and cross-sell to existing Emburse clients and growing revenue in their book of business. Through a defined sales process and partnership with key sales and cross-functional stakeholders, Client Sales Executives will strive to meet and exceed quarterly sales goals.

What you'll do:

• Upsell and Cross sell additional products and services in assigned customer list
• Execute prospecting cadences and playbook sales strategies to grow revenues within the customer base
• Maintain an adequate number of client meetings and continuously build pipeline to exceed quarterly and annual business objectives
• Articulate the value of Emburse Solutions with strong presentation skills
• Effectively lead sales opportunities throughout the entire sales process leveraging GAP Selling sales techniques
• Work collaboratively in a team selling environment and partner with Client Success, Solutions Consulting, Overlays and other key internal stakeholders
• Collaborate with sales management on sales opportunities and obstacles
• Promote partner sales development efforts
• Participate in company-organized sales and marketing events as required. Other duties as assigned
• Consistently document sales status, contacts and communications within Salesforce.com
• Constantly manage sales pipeline and forecast
• Learn and effectively use all available sales tools
• Occasional travel required
• #LI-LH1
• #LI-Hybrid

What we're looking for:

• A college degree is preferred but not required. Equivalent years of relevant experience may substitute
• Minimum of 2-4 years of experience selling SaaS solutions, fintech preferred
• 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
• Strong 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- including 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 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
• Ability to solve problems as they arise in a calm, professional manner
• Ability to build and maintain effective relationships with co-workers and customers
• Ability to quickly adapt to a changing environment
• Ability to work under moderate supervision and collaborate effectively with management
• Operate with a sense of urgency
• Accountable to sales outcomes and commitments

Emburse provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Emburse complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment.