Senior Account Manager, MM​/ENT

Senior Account Manager, MM / ENT

At Emburse, you'll not just imagine the future you'll build it. As a leader in travel and expense solutions, we are creating a future where technology drives business value and inspires extraordinary results. Account Managers 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, Account Managers will strive to meet and exceed quarterly sales goals.

• Upsell and cross sell and expand additional products and services in assigned book of business
• Partner with sales leaders, BDRs and CSMs 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 GAP Selling 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
• Mentor new employees as requested by manager
• Serve as a subject matter expert on 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
• 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
• Annual quota of $1.4M

Preferred: A undergraduate college degree is strongly preferred

• Minimum of 15+ years of experience selling SaaS solutions to companies with a minimum of 1000 employees or in a relevant specialized vertical; minimum of 4 years selling financial SaaS solutions
• Proven track record of closing 5 and 6 figure ARR deals
• Experience working successfully in a team selling environment

• Proven track record of consistently finishing above quarterly and annual goals
• Demonstrated success carrying and exceeding an annual quota of over $1M
• Knowledge of travel and expense and / or AP / Payments management industry highly preferred
• Knowledge of GAP Selling, Challenger Sale, SPIN or equivalent sales methodology

Required:

None

• Strong prospecting skills and ability to direct prospecting efforts of others
• Strong listening skills and ability to ask probing questions
• Ability to set, manage and document agreed outcomes to drive a sales process
• 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.
• Excellent communication skills both written and verbal to different types of stakeholders
• Technology skills and 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 drive a team strategy and 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…