Account Executive - Velocity

Emburse

3d•Remote

About The Position

Account Executives will focus on finding and closing deals with companies under 200 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.

Requirements

Undergraduate College Degree preferred or equivalent years of relevant experience may substitute
3+ years of experience selling financial SaaS solutions to companies with a maximum of 200 employees
Proven track record of closing ARR license deals preferred
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

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 level business
Meet or exceed monthly sales targets according to sales plan
Maintain an adequate number of new prospect meetings and continuously building a 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