[Remote] Senior Lead Account Executive, Enterprise

Note: The job is a remote job and is open to candidates in USA. Emburse is a leader in travel and expense solutions, creating a future where technology drives business value. They are seeking a Senior Lead Account Executive to manage the sales cycle, develop strategic territory plans, and exceed sales goals with companies of over 500 employees.ResponsibilitiesResponsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closingArticulate the company's service, benefits, and processes to potential clients through all outlets (phone, email, online meetings, and in-person)Develop a strong understanding of the territory, competitive offerings, and marketplace. Responsible for developing and executing a strategic territory planCreate and execute sales strategies to grow revenues within the customer base as well as through new customer acquisitionDevelop influential relationships and sales leads through partner/channel and other open networking effortsEffectively demonstrate Emburse SaaS solutions with strong presentation skillsEffectively lead sales opportunities throughout the entire sales processCollaborate with sales management on sales opportunities and obstaclesPromote partner sales development efforts by meeting and communicating with Channel Partners regularlyParticipate in company-organized sales and marketing events as requiredSME in Expense ManagementWork both inbound and outbound leads to generate a robust pipeline of large-size businessesPresent Emburse's solutions via web presentation to potential clientsLearn and develop new, creative sales techniques and strategiesPosition yourself to understand the AP, Expense and Business needs of a Mid Market/Enterprise level business as assignedMeet or exceed monthly sales targets according to sales planMaintain an adequate number of new prospect meetings and continuously building pipeline to exceed quarterly and annual business objectivesParticipate in weekly sales meetings and articulate market feedback to managementAssess market opportunities and develop territory plan to meet revenue objectivesSkillsMinimum of 8-10 years of experience selling financial SaaS solutions to companies with a minimum of 500 employees; preference for experience in selling to companies with 1000-5000+ employeesProven track record of closing six-figure ARR license dealsStrong prospecting skillsAbility to set, manage and document agreed outcomes of successful meetingsKeen curiosity about businesses, how they work and specifically AP/Finance/Expense operationsStrong presentation skillsExcellent communication skills, including one on one, small virtual setting and in front of a larger groupAbility to analyze processes to determine the best solution fitTechnology skills and the proven ability to use email, Zoom, SFDC, other sales tools as needed to increase sales efficiencyComfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for EmburseAbility to work with internal and external partners to a mutually agreed outcomeCommunicationAttention to DetailTime ManagementEmotional IntelligenceActive ListeningSales Execution ResourcefulnessDiscover Issues, Needs and Pain PointsQuantify and Articulate ValueOvercome ObjectionsProspecting (research and outreach)Solution DevelopmentEstablish Executive SponsorshipNegotiationUpselling and cross-sellingData AnalysisRelationship BuildingProven track record of consistently finishing above annual quotaKnowledge of travel and expense and/or AP/Payments/payroll/HCM industry highly preferredExperience selling to finance personasExperience with MEDDPICC, Challenger SaleUndergraduate College Degree, equivalent years of relevant experience may substituteBenefitsCompetitive payFlexible workAn inclusive, collaborative environment that supports your successCompany OverviewEmburse is a provider of expense management and accounts payable automation solutions. It is a sub-organization of Chrome River Technologies. It was founded in 2014, and is headquartered in Los Angeles, California, USA, with a workforce of 501-1000 employees. Its website is http://www.emburse.com/.