Senior Account Executive, Enterprise

Who We Are:
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. 
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

What You Will Do

• 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 

What You Will Bring

• 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 

Additional Eligibility Qualifications

• 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 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
• Communication 
• 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  
• Negotiation 
• Upselling and cross-selling 
• Data Analysis 
• Relationship Building

Why Emburse?
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, helpi