Senior Client Sales Executive

at  Emburse

Enterprise Client Sales Executives drive company revenue through end to end sales, seeking
opportunities to provide existing Emburse clients with enhanced value through cloud-based
travel, expense, AP and payments solutions built to humanize the workplace.
Client Sales Executives will be responsible for upsell and cross sell to existing Emburse clients
and growing revenue in their book of business. Through a defined sales process and
partnership with key sales and cross functional stakeholders, Client Sales Executives will strive
to meet and exceed quarterly sales goals.

EDUCATION AND EXPERIENCE

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• Preferred: A undergraduate college degree is strongly preferred

• Minimum of 7-10 years of experience selling SaaS solutions, fintech preferred, to companies
• with 1000+ employees
• Proven track record of closing 5 and 6 figure ARR deals
• Preferred:
• Proven track record of consistently finishing above annual quota
• Demonstrated success carrying and exceeding an annual quota of over $750K
• Knowledge of travel and expense and/or AP/Payments management industry highly preferred
• Knowledge of MEDDPICC, Challenger Sale, SPIN or equivalent sales methodology

ADDITIONAL QUALIFICATIONS

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• Strong prospecting skills and ability to direct prospecting efforts of others

• Strong listening skills and ability to ask probing questions
• Strong business acumen and ability to understand the customer’s business and their key strategic business objectives and specific AP/Finance/Expense operations objectives and serve as an advisor on how Emburse can help them achieve their goals
• Strong presentation skills- including one on one and in front of a larger group, both virtually and in person. Ability to lead executive level conversations and presentations.
• Ability to set, manage and document agreed upon outcomes to drive a sales process
• Excellent communication skills both written and verbal to different types of stakeholders, both internally and externally
• Technology skills and the proven ability to use email, Zoom, SFDC, other sales tools as needed
• Comfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for Emburse
• Ability to coordinate and work with internal and external partners to a mutually agreed outcome
• Ability to solve problems as they arise in a calm, professional manner, and work collaboratively as needed to determine creative solutions.
• Ability to build and maintain effective relationships with co-workers and customers
• Ability to quickly adapt to a changing environment
• Ability to collaborate effectively with management work under moderate supervision
• Operate with a sense of urgency
• Accountable to sales outcomes and commitments

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• Upsell and Cross sell of additional products and services in assigned customer book of business

• Partner with sales leader, and CSM’s to create and execute sales strategies to grow revenues within the customer base
• Maintain an adequate number of client meetings and continuously build pipeline to exceed quarterly and annual business objectives
• Articulate the value of Emburse Solutions with strong presentation skills in the context of customer business problems and outcomes
• Effectively lead sales opportunities throughout the entire sales process leveraging MEDDPICC sales methodology
• Work collaboratively in a team selling environment in a lead role on the team and partner with
• Client Success, Solutions Consulting, Overlays and other key internal stakeholders
• Serve as a subject matter expert on travel and expense, spend management from both an Emburse and industry perspective
• Collaborate with sales management on sales opportunities and obstacles and develop strategies to maximize wins
• Consistently document sales status, contacts and communications within Salesforce.com
• Constantly manage sales pipeline and forecast with a high degree of accuracy
• Learn and effectively use all available sales tools, and assist other team members as requested by manager
• Travel required; overnight travel required occasionally