Senior Account Executive, MM/ENT

<b>Who We Are: </b><br/><span>At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, we are creating a future where technology drives business value and inspires extraordinary results. </span><br/><span>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.</span> <h3>What you will do :</h3> <ul> <li>Responsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closing</li><li>Articulate the company's service, benefits, and processes to potential clients through all outlets (phone, email, online meetings, and in-person)</li><li>Develop a strong understanding of the territory, competitive offerings, and marketplace.  Responsible for developing and executing a strategic territory plan</li><li>Create and execute sales strategies to grow revenues within the customer base as well as through new customer acquisition</li><li>Develop influential relationships and sales leads through partner/channel and other open networking efforts</li><li>Effectively demonstrate Emburse SaaS solutions with strong presentation skills</li><li>Effectively lead sales opportunities throughout the entire sales process</li><li>Collaborate with sales management on sales opportunities and obstacles</li><li>Promote partner sales development efforts by meeting and communicating with Channel Partners regularly</li><li>Participate in company-organized sales and marketing events as required</li><li>SME in Expense Management</li><li>Work both inbound and outbound leads to generate a robust pipeline of large-size businesses</li><li>Present Emburse's solutions via web presentation to potential clients</li><li>Learn and develop new, creative sales techniques and strategies</li><li>Position yourself to understand the AP, Expense and Business needs of a Mid Market/Enterprise level business as assigned</li><li>Meet or exceed monthly sales targets according to sales plan</li><li>Maintain an adequate number of new prospect meetings and continuously building pipeline to exceed quarterly and annual business objectives</li><li>Participate in weekly sales meetings and articulate market feedback to management</li><li>Assess market opportunities and develop territory plan to meet revenue objectives</li><li>Range of $750K-$<a href="http://1.3M" rel="noopener noreferrer">1.3M</a> Yearly Quota</li></ul> <h3>What we are looking for :</h3> <ul> <li><b>Education:</b></li>Preferred: Undergraduate College Degree, equivalent years of relevant experience may substitute<br/><li><b>Experience:</b></li>Required:<li>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</li><li>Proven track record of closing six-figure ARR license deals</li><li>Preferred:</li><li>Proven track record of consistently finishing above annual quota</li><li>Knowledge of travel and expense and/or AP/Payments management industry highly preferred</li><li>Experience selling to finance personas Preferred: Experience with MEDDPICC, Challenger Sale</li><li><br/></li><li><b>Certifications:</b></li>Required: None<br/><li><b>Additional Eligibility Qualifications</b></li>Required:<li>Strong prospecting skills</li><li>Ability to set, manage and document agreed outcomes of successful meetings</li><li>Keen curiosity about businesses, how they work and specifically AP/Finance/Expense operations</li><li>Strong presentation skills</li><li>Excellent communication skills, including one on one, small virtual setting and in front of a larger group</li><li>Ability to analyze processes to determine the best solution fit</li><li>Technology skills and the proven ability to use email, Zoom, SFDC, other sales tools as needed to increase sales efficiency</li><li>Comfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for Emburse</li><li>Ability to work with internal and external partners to a mutually agreed outcom</li><li>Communication</li><li>Attention to Detail</li><li>Time Management</li><li>Emotional Intelligence</li><li>Active Listening</li><li>Sales Execution Resourcefulness</li><li>Discover Issues, Needs and Pain Points</li><li>Quantify and Articulate Value</li><li>Overcome Objections </li><li>Prospecting (research and outreach)</li><li>Solution Development</li><li>Establish Executive Sponsorship </li><li>Negotiation</li><li>Upselling and cross-selling</li><li>Data Analysis</li><li>Relationship Building</li></ul><b>Why Emburse?</b><br/><span>Finance is changing—and at Emburse, we’re leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimi