Client Sales Executive (Remote)

June 22, 2022

United States

At Emburse our mission is to help make our users’ lives — and their businesses – better. We are dramatically transforming how organizations manage corporate expenses and invoices. We humanize work by automating manual tasks and saving users’ time, so they can focus on what matters most — their family, community, or more rewarding work. We help CFO’s give their employees a simple and amazing experience while ensuring compliance and reducing costs. Our solutions are tailored for companies from start-ups to enterprises. We have more than 16,000 clients and 9 million users globally.

Emburse has offices across North America, including Los Angeles, Montreal, Portland (ME), San Diego, San Francisco, and Toronto, as well as locations in the UK, Germany, Spain, Australia and the Netherlands.

Our core values – Sincerity, Empathy, Empowerment, Individuality, and Teamwork – reflect who we are as a company. They are central to the decisions we make and the interactions we have with our teams, customers, and partners. As a people-focused company, we are seeking candidates who align with our values.

Emburse is a proud recipient of a 2020 Tech Cares Award from TrustRadius and a 2020 IDC SaaS CSAT Award for Travel and Expense. These awards celebrate companies that have gone above and beyond to provide their communities, clients, and front-line workers with support during the COVID-19 pandemic. We are a people-first company, and this award is a testament to our mission to humanize work.

Corporate 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.

What you’ll do:

Upsell and Cross sell of additional products and services for assigned territory

Partner with sales leaders 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

Collaborate with sales management on sales opportunities and obstacles

Promote partner sales development efforts

Consistently document sales status, contacts and communications within Salesforce.com

Constantly manage sales pipeline and forecast

Learn and effectively use all available sales tools

Travel required; overnight travel required occasionally

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What we’re looking for:

Preferred: A college degree is preferred but not required. Equivalent years of relevant experience may substitute

Minimum of 5-7 years of experience selling SaaS solutions, fintech preferred, to companies with 500+ employees

Proven track record of closing 5 figure ARR deals

Consistent and proven track record of consistently finishing above quarterly and annual quota

Knowledge of travel and expense and/or AP/Payments management industry highly preferred

Knowledge of GAP Selling, Challenger Sale, SPIN or equivalent sales methodology

Strong prospecting skills and to direct prospecting efforts of others

Strong listening skills and ability to ask probing questions

Ability to set, manage and document agreed outcomes of customer engagements

Keen curiosity about businesses, how they work and specifically AP/Finance/Expense operations

Strong presentation skills- including one on one, small virtual setting and in front of a larger group

Excellent communication skills both written and verbal

Ability to analyze AP/Expense processes to determine the best solution fit

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 work with internal and external partners to a mutually agreed outcome

Ability to solve problems as they arise in a calm, professional manner

Ability to build and maintain effective relationships with co-workers and customers

Ability to quickly adapt to a changing environment

Ability to work under limited supervision and collaborate effectively with management

Operate with a sense of urgency

Accountable to sales outcomes and commitments

Emburse provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Emburse complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment.