Account Executive - SMB

At Emburse our mission is to help make our users’ lives – and their businesses – better. We are dramatically transforming how organizations manage corporate expenses and invoices. We humanize work by automating manual tasks and saving users’ time, so they can focus on what matters most – their family, community, or more rewarding work. We help CFO’s give their employees a simple and amazing experience while ensuring compliance and reducing costs. Our solutions are tailored for companies from start-ups and SMBs to enterprises such as Microsoft, Pinterest, Bosch, Bill & Melinda Gates Foundation, and Estee Lauder. We have more than 18,000 customers and 12 million users globally.

Account Executives, SMB will focus on attracting small business leads, approximately 75 to 400 in size.  Through a defined sales process and partnership with key sales leaders, Sales Executives, SMB will strive to meet and exceed quarterly sales goals. 

Essential Functions

• Prospect new Small Business opportunities from pool of targeted leads (from 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) 

• Partner with sales managers 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 

• Collaborate with sales management on sales opportunities and obstacles 

• Effectively demonstrate Emburse SaaS solutions with strong presentation skills 

• Effectively lead sales opportunities throughout the entire sales process (Qualification to Close) 

• Collaborate with sales management on sales opportunities and obstacles 

• 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 SMB-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 an SMB level business 

• Meet 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 

• Annual Quota: $300,000 

Education

• High school diploma or GED 

• Equivalent years of relevant experience may substitute  

• Preferred: A college degree is preferred but not required 

Experience

• 1-3 years of sales or marketing related experience 

• Preferred: knowledge of travel and expense management industry highly preferred 

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 AP/Expense 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  

Emburse provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Emburse complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment.