Account Executive, Mid-Market/Enterprise

Emburse is a leading provider of expense management solutions. We help businesses streamline their expense processes and improve financial control. We offer a collaborative and supportive work environment.

The Role: 🚀

As an Account Executive, you'll be responsible for identifying and closing deals with companies employing 500+ people. Working with sales leaders, you'll aim to surpass quarterly and annual sales targets.

What You'll Do: 🎯

• Manage the entire sales cycle: from lead generation and qualification to negotiation and closing.
• Clearly communicate Emburse's services, benefits, and processes to potential clients via phone, email, online meetings, and in-person presentations.
• Develop a deep understanding of your territory, competitors, and the market.
• Create and implement strategic territory plans to drive revenue growth from existing and new clients.
• Build strong relationships and generate leads through partnerships and networking.
• Effectively present Emburse's SaaS solutions.
• Guide sales opportunities through the entire sales process.
• Collaborate with sales management on opportunities and challenges.
• Foster partner sales development through regular communication with Channel Partners.
• Attend company sales and marketing events.
• Become an expert in expense management.
• Work both inbound and outbound leads to build a strong pipeline of large businesses.
• Present Emburse's solutions via web presentations.
• Continuously learn and develop new sales techniques and strategies.
• Understand the AP, expense, and business needs of mid-market companies.
• Meet or exceed monthly sales targets.
• Maintain a robust pipeline of new prospects.
• Participate in weekly sales meetings and provide market feedback.
• Assess market opportunities and develop territory plans to meet revenue goals.

What We're Looking For: 🔎

• Preferred: Bachelor's Degree
• Minimum: 5-7 years selling financial SaaS solutions to companies with 1000+ employees.
• Proven success closing 5- and 6-figure ARR license deals.
• Consistent record of exceeding annual quotas.
• Knowledge of the travel, expense, and/or AP/payments management industry is highly valued.
• Experience selling to finance professionals.
• Experience with MEDDPICC and Challenger Sale methodologies.
• Strong prospecting skills.
• Ability to set, manage, and document successful meeting outcomes.
• Strong interest in business operations, particularly AP/finance/expense processes.
• Excellent presentation and communication skills (one-on-one, small virtual groups, and large audiences).