Sales Executive II (SMB/Mid-Market)

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 and SMBs to enterprises such as Microsoft, Pinterest, Bosch, Bill & Melinda Gates Foundation, and Estee Lauder. We have more than 18,000 customers and 12 million users globally.

Sales Executives will focus on attracting Enterprise business leads, approximately 1,000+ in size.  Through a defined sales process and partnership with key sales leaders, Senior Sales Executives, will strive to meet and exceed quarterly sales goals. 

What you'll do:

• Create and execute sales strategies to grow revenues within the customer base as well as through new customer acquisition

• Prospect new logos and have ownership of full sales cycle amongst mid-market (up to 1500 employee) organisations.

• Articulate the company's service, benefits, and processes to potential clients through all outlets (phone, email, online meetings, and in-person)

• Be an expert of the territory, competitive offerings, and marketplace

• Develop influential relationships and sales leads through partner/channel and other open networking efforts

• Effectively demonstrate Emburse SaaS solutions with strong presentation skills

• Forge strong relationships with cross-functional departments to maximise overall success

• Participate in company-organised sales and marketing events as required

• Work both inbound and outbound leads to generate a robust pipeline of opportunity from target organisations

• Learn and develop new, creative sales techniques and strategies

• Meet and exceed monthly & quarterly sales targets according to sales plan

• Participate in weekly sales meetings and articulate market feedback to management

• Assess market opportunities and develop & execute your territory plan to meet revenue objectives

• Create detailed account plans for your largest customers and prospects.

• Accurately forecast your achievement on weekly, monthly and quarterly basis

• #LI-LH1

• #LI-Remote

What we're looking for:

• Undergraduate Degree preferred or equivalent years of relevant experience may substitute

• Minimum of 5 years of experience selling complex SaaS solutions to companies with 100 - 1500 employees

• Proven success closing 5-6 figure ARR deals

• Proven track record of consistently finishing above annual quota

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

• Strong prospecting skills

• Ability to set, manage and document agreed outcomes of successful meetings

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

• Strong presentation and communications skills

• Experience and rigour around MEDDPICC and advanced complex selling methodologies

• Proven values of conscientiousness, integrity, tenacity, quality and desire to win

• Advanced negotiation skills leading to a win-win outcome.

• Proven skill at developing C-suite relationships along with wide stakeholder engagement.

• Proven growth mindset

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.