Enterprise Client Sales Executives drive company revenue through end to end sales, seekingopportunities 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 businessPartner 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 objectivesArticulate the value of Emburse Solutions with strong presentation skills in the context of customer business problems and outcomesEffectively lead sales opportunities throughout the entire sales process leveraging MEDDPICC sales methodologyWork collaboratively in a team selling environment in a lead role on the team and partner withClient Success, Solutions Consulting, Overlays and other key internal stakeholdersServe as a subject matter expert on travel and expense, spend management from both an Emburse and industry perspectiveCollaborate with sales management on sales opportunities and obstacles and develop strategies to maximize winsConsistently document sales status, contacts and communications within Constantly manage sales pipeline and forecast with a high degree of accuracyLearn and effectively use all available sales tools, and assist other team members as requested by managerTravel required; overnight travel required occasionallyEducation and ExperiencePreferred: A undergraduate college degree is strongly preferredMinimum of 7-10 years of experience selling SaaS solutions, fintech preferred, to companieswith 1000+ employeesProven track record of closing 5 and 6 figure ARR dealsPreferred:Proven track record of consistently finishing above annual quotaDemonstrated success carrying and exceeding an annual quota of over $750KKnowledge of travel and expense and/or AP/Payments management industry highly preferredKnowledge of MEDDPICC, Challenger Sale, SPIN or equivalent sales methodologyAdditional QualificationsStrong prospecting skills and ability to direct prospecting efforts of othersStrong listening skills and ability to ask probing questionsStrong 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 goalsStrong 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 processExcellent communication skills both written and verbal to different types of stakeholders, both internally and externallyTechnology skills and the proven ability to use email, Zoom, SFDC, other sales tools as neededComfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for EmburseAbility to coordinate and work with internal and external partners to a mutually agreed outcomeAbility 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 customersAbility to quickly adapt to a changing environmentAbility to collaborate effectively with management work under moderate supervisionOperate with a sense of urgencyAccountable to sales outcomes and commitments