Account Manager, SMB Client Sales

Emburse

About The Position

SMB Client Sales Account Managers drive company revenue through end-to-end sales, identifying opportunities to provide existing Emburse clients with enhanced value through cloud-based travel, expense, accounts payable, and payments solutions. The role focuses on upselling and cross-selling to existing clients and growing revenue across an assigned book of business. Using a defined sales process and working with sales and cross-functional stakeholders, the Account Manager aims to meet and exceed quarterly sales goals. The position involves managing sales opportunities from prospecting through close, maintaining client meetings and a healthy pipeline, presenting Emburse solutions, and managing sales status, communications, and forecasts. It also includes collaboration with Client Success, Solutions Consulting, sales management, partners, and other stakeholders. Occasional travel is required.

Requirements

A minimum of 3–5 years of experience selling SaaS solutions to companies with fewer than 1,000 employees; fintech experience is preferred.
Proven track record of closing five-figure ARR deals.
Proven record of consistently finishing above quarterly and annual quota.
Strong prospecting and listening skills, with the ability to ask probing questions.
Ability to set, manage, and document agreed outcomes of successful meetings.
Curiosity about businesses and how they operate, particularly AP, finance, and expense operations.
Strong presentation skills in one-on-one, small virtual, and larger-group settings.
Excellent written and verbal communication skills.
Ability to analyze AP and expense processes to determine an appropriate solution fit.
Technology skills and demonstrated ability to use email, Zoom, Salesforce (SFDC), and other sales tools as needed.
Comfort professionally pushing back on and negotiating with customers to achieve a better deal or outcome for Emburse.
Ability to work with internal and external partners toward mutually agreed outcomes.
Ability to solve problems calmly and professionally.
Ability to build and maintain effective relationships with coworkers and customers.
Ability to adapt quickly to a changing environment.
Ability to work under moderate supervision and collaborate effectively with management.
A sense of urgency.
Accountability for sales outcomes and commitments.

Nice To Haves

College degree preferred, but not required; equivalent years of relevant experience may substitute.
Fintech sales experience.
Knowledge of travel and expense management and/or AP automation.

Responsibilities

Upsell and cross-sell additional products and services within an assigned territory.
Execute prospecting cadences and playbook sales strategies to grow revenue within the customer base.
Maintain an adequate number of client meetings and continuously build pipeline to exceed quarterly and annual business objectives.
Present and articulate the value of Emburse solutions.
Lead sales opportunities through the entire sales process using the GAP Selling methodology.
Work collaboratively in a team-selling environment with Client Success, Solutions Consulting, Overlays, and other 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.
Document sales status, contacts, and communications in Salesforce.com.
Manage the sales pipeline and forecast.
Learn and effectively use available sales tools, including AI.
Travel occasionally as required.