Account Executive, SMB

Account Executives, SMB will focus on attracting small business leads, approximately 75 to 400 in size.  Through a defined sales process and partnership with key sales leaders, Sales Executives, SMB will strive to meet and exceed quarterly sales goals.

• Prospect new Small Business opportunities from pool of targeted leads (from qualifying to negotiating and closing)
• Articulate the company's service, benefits, and processes to potential clients through all outlets (phone, email, online meetings, and in-person)
• Partner with sales managers and execute sales strategies to grow revenues within the customer base as well as through new customer acquisition
• Develop influential relationships and sales leads through partner/channel and other open networking efforts
• Collaborate with sales management on sales opportunities and obstacles
• Effectively demonstrate Emburse SaaS solutions with strong presentation skills
• Effectively lead sales opportunities throughout the entire sales process (Qualification to Close)
• Collaborate with sales management on sales opportunities and obstacles
• Participate in company-organized sales and marketing events as required SME in Expense Management
• Work both inbound and outbound leads to generate a robust pipeline of large-size businesses
• Present Emburse's solutions via web presentation to potential clients
• Learn and develop new, creative sales techniques and strategies
• Position yourself to be an industry expert in AP, Expense and Business needs of an SMB level business
• Meet or exceed monthly sales targets according to sales plan
• Maintain an adequate number of new prospect meetings and continuously building pipeline to exceed quarterly and annual business objectives
• Participate in weekly sales meetings and articulate market feedback to management
• Assess market opportunities and develop territory plan to meet revenue objectives
• Mentor and help onboard new sales executives
• Must exceed annual sales quota at least two times in the past
• Annual Quota: $400,000
• #LI-LH1
• #LI-Remote

• High School Diploma or GED. Equivalent year of relevant experience may substitute
• A college degree is preferred
• A minimum of 1-3 Years of sales or marketing related experience
• 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 skills
• Excellent communication skills, including one on one, small virtual setting and in front of a larger group
• 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 to increase sales efficiency
• 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