Enterprise Client Sales Executives drive company revenue through end to end sales, seeking
opportunities to provide existing Emburse clients with enhanced value through cloud-basedtravel, expense, AP and payments solutions built to humanize the workplace.Client Sales Executives will be responsible for upsell and cross sell to existing Emburse clientsand growing revenue in their book of business. Through a defined sales process andpartnership with key sales and cross functional stakeholders, Client Sales Executives will striveto meet and exceed quarterly sales goals.
What You'll Do:
- 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
Education and Experience
- 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
- 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
Apply for this job
