Senior Client Account Manager

SMB Client Account Managers drive company revenue through end-to-end sales seeking opportunities to provide existing Emburse clients with enhanced value through cloud-based travel expense AP and payments solutions built to humanize the workplace.

SMB Client Account Managers will be responsible for upsell and cross-sell to existing Emburse clients and growing revenue in their book of business. Through a defined sales process and partnership with key sales and cross-functional stakeholders SMB Client Account Managers will strive to meet and exceed quarterly sales goals.

What you'll do:

• Upsell and Cross-sell of additional products and services in the assigned customer book of business

• Partner with sales leader BDR’s and CSM’s to create and execute 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 in the context of customer business problems and outcomes

• Effectively lead sales opportunities throughout the entire sales process leveraging GAP Selling sales methodology

• Work collaboratively in a team selling environment in a lead role on the team and partner with Client Success Solutions Consulting Overlays and other key internal stakeholders

• Mentor new employees as requested by manager

• Serve as a subject matter expert on spend management from both an Emburse and industry perspective

• Collaborate with sales management on sales opportunities and obstacles and develop strategies to maximize wins

• Consistently document sales status contacts and communications within Salesforce.com

• Constantly manage sales pipeline and forecast with a high degree of accuracy

• Learn and effectively use all available sales tools and assist other team members as requested by management

• Travel required; overnight travel required occasionally

• Annual quota of $500k

What we are looking for:

• A college degree is preferred but not required. Equivalent years of relevant experience may substitute

• Minimum of 5-10 years of experience selling SaaS solutions fintech preferred to companies with 1000+ employees

• Proven track record of closing 5-figure ARR deals experience working 5-figure deals

• Consistent and proven track record of consistently finishing above the quarterly and annual quota

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

• Knowledge of GAP Selling Challenger Sale SPIN or equivalent sales methodology

• Strong prospecting skills and direct prospecting efforts of others

• Strong listening skills and ability to ask probing questions

• Ability to set manage and document agreed outcomes of customer engagements

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

• Strong presentation skills-  including one-on-one small virtual settings 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 and other sales tools as needed

• Comfort professionally pushing back on and negotiating with customers 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 limited supervision and collaborate effectively with management

• Operate with a sense of urgency

• Accountable for sales outcomes and commitments

• Establish Executive Sponsorship

• Justify Value

• Discover & Define Problems

• Introduce New Products

• Domain Expertise

• Handle Objections

• Sales Execution

• Resourcefulness