Senior Account Manager, SMB Client Sales

Emburse seeks a Senior SMB Client Sales Account Manager to grow revenue by upselling and cross-selling cloud-based travel, expense, accounts payable, and payments solutions to existing clients. The role manages sales opportunities and pipelines, builds client relationships, and collaborates with internal teams to meet quarterly and annual sales goals.

Responsibilities:

• Upsell and Cross sell of additional products and services for assigned territory
• Execute prospecting cadences and playbook 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
• Effectively lead sales opportunities throughout the entire sales process leveraging GAP Selling sales methodology
• Work collaboratively in a team selling environment and partner with Client Success, Solutions Consulting, Overlays and other key internal stakeholders
• Collaborate with sales management on sales opportunities and obstacles
• Promote partner sales development efforts
• Participate in company-organized sales and marketing events as required
• Consistently document sales status, contacts and communications within Salesforce
• Constantly manage sales pipeline and forecast
• Learn and effectively use all available sales tools including AI
• Occasional travel required

Requirements:

• Minimum of 3-5 years of experience selling SaaS solutions, fintech preferred, to companies under 1000 employees
• Proven track record of closing 5 figure ARR deals
• Proven track record of consistently finishing above quarterly and annual quota
• Strong prospecting skills, listening skills and ability to ask probing questions
• 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- 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 moderate supervision and collaborate effectively with management
• Operate with a sense of urgency
• Accountable to sales outcomes and commitments
• A college degree is preferred
• Equivalent years of relevant experience may substitute
• Knowledge of travel & expense management and/or AP automation highly preferred