Account Executive, Mid-Market/Enterprise

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'll 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 level business

• 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

• Range of $600-$900K Yearly Quota (USD)

What We're Looking For:

• Preferred: Undergraduate College Degree

• Minimum of 5-7 years of experience selling financial SaaS solutions to companies with a minimum of 1000 employees

• Proven track record of closing 5-figure and six-figure ARR license deals

• 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