Account Executive – Velocity

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify and secure agreements with organizations that have over 500 employees.

• Oversee all phases of the sales cycle, from sourcing and qualifying leads to negotiation and closing.

• Clearly communicate Emburse’s services, advantages, and processes through various channels, including phone, email, online meetings, and face-to-face interactions.

• Gain insights into the territory, competitive landscape, and market trends.

• Create and implement strategic plans for the territory.

• Develop and execute sales strategies aimed at increasing revenue through both existing clients and new customer acquisition.

• Cultivate relationships and generate sales leads via partnerships, channels, and networking opportunities.

• Showcase Emburse SaaS solutions through compelling presentations and web demonstrations.

• Navigate sales opportunities through the complete sales process.

• Work closely with sales management to address opportunities and challenges.

• Foster partner sales development through regular communication with Channel Partners.

• Participate in company-sponsored sales and marketing events as necessary.

• Act as a subject-matter expert in Expense Management.

• Handle inbound and outbound leads to build a pipeline among large enterprises.

• Learn and implement innovative sales techniques and strategies.

• Comprehend the accounts payable, expense, and business requirements of mid-market companies.

• Achieve or surpass monthly sales targets.

• Maintain prospect meetings and develop a pipeline to exceed quarterly and annual goals.

• Attend weekly sales meetings and provide market insights to management.

• Evaluate market opportunities and formulate territory plans to accomplish revenue objectives.

• Manage an annual quota ranging from $600K to $1M.

⛳️ Requirements

• An undergraduate degree is preferred, or equivalent years of relevant experience may be accepted.

• A minimum of 3 years of experience in selling financial SaaS solutions to companies with up to 200 employees.

• A proven history of closing Annual Recurring Revenue (ARR) license deals is preferred.

• A demonstrated ability to consistently exceed annual quotas.

• Familiarity with the travel and expense and/or accounts payable/payments management sector is highly preferred.

• Experience selling to finance professionals.

• Knowledge of MEDDPICC and the Challenger Sale methodologies.

• Strong skills in prospecting.

• Capability to set, manage, and document the agreed outcomes of successful meetings.

• A strong curiosity about businesses and their accounts payable/finance/expense operations.

• Excellent presentation abilities.

• Outstanding communication skills in one-on-one, small virtual, and larger group settings.

• Proficiency in analyzing accounts payable/expense processes to determine the most suitable solution.

• Technical competency and ability to utilize email, Zoom, Salesforce (SFDC), and other sales tools.

• Comfort in professionally pushing back and negotiating with clients.

• Ability to collaborate with both internal and external partners to achieve mutually beneficial outcomes.

• Skills to quantify and communicate value, address objections, and conduct prospecting research and outreach.

🏝️ Benefits

• Competitive salary.

• Flexible working arrangements.

• An inclusive and collaborative work environment.

• Equal employment opportunities.