Sr. Account Executive (Channel Sales)

Versapay is a company that automates accounts receivable to enhance cash flow and support business growth. The Sr. Account Executive will drive revenue by partnering with senior finance executives, managing the sales cycle, and converting qualified leads into new business opportunities.

Responsibilities:

• Drive revenue of our industry-leading AR automation, collaboration, cash application, and digital payment solutions
• Convert qualified leads from our Channel Partner Management team into opportunities and close new business consistently at or above quota level, collaborating with partners on identifying leads within our target market, working campaigns, managing a growing funnel of opportunities in Salesforce and using other tools to give you a defined approach
• Represent the Versapay brand. Lead and define account strategy, articulate the value proposition to prospects, and educate them on how our product provides a customer-centric experience to reduce DSO and manual resources, and streamline OPEX
• Own a book of partners and build a strategy of where we target business, traveling to meet clients (when we can) and seasonally representing us at trade shows and industry events
• Educate and guide prospects through the buyer’s journey, dissecting and qualifying their business goals to determine if Versapay can be a strategic investment for them to get paid faster and provide a great online experience for their customers
• Know how CFOs/CAOs/CIOs think about their business and what Controllers/Treasurers value most
• Create solid relationships with prospects to inspire them to push the boundaries of their financial operations with our platform and payment services
• Are an expert on the product’s core features and limitations and stay up-to-date on required knowledge for products, tools, and processes
• Own your development- Identify knowledge gaps beyond onboarding/training and seek to close them proactively leveraging internal resources with enabling partners and product/process leaders
• Own your outcomes- Maintain a high say/do ratio and hold yourself accountable to hitting your number and maintaining accurate forecast, attending and executing on account mapping sessions with partners, revenue driving events, trade shows, day-to-day communication
• Utilize partners before, during, and post evaluation to help support the client’s needs as it pertains to Versapay functionality and build a true co-selling strategy by understanding the greater ERP project
• Are a Challenger- Leading with commercial insight, teach your customers, tailor your conversations, and take control of the sales process- Identify pains the customer is trying to solve, teach them why they have them, demonstrate how successful companies solve the problem, and lead them to how we facilitate the solution (and do so better than the competition), always driving for next steps
• Create both an emotional and rational urgency for your prospects demonstrating that the pain of same is far greater than the pain of change
• Quarterback deals driving pre-sales coordination with Sales Support and Sales Engineering on Payments and Software Deals to ensure accurate pricing and product recommendations with targeted demos to the appropriate stakeholders
• Set accurate customer expectations for their experience with Versapay through the sales process and into on-boarding and customer success
• Consistently look for better ways to navigate our internal processes and test into new approaches that result in more revenue and better customer, employee, and partner experiences

Requirements:

• 5+ years of B2B SaaS sales experience – ideally at a tech startup selling into finance with exposure to accounting departments, preferably in the ERP or ERP integrations space
• History closing mid-market deals without executive sponsorship. Able to close Enterprise deals with executive level engagement
• A competitive attitude with an aptitude for developing your own business opportunities and seeing them through to final sale
• Strong track record of success crushing sales quotas and comfortable closing deals with an average selling price of $50K+
• A natural learner- Curious, confident and enthusiastic. You frequently ask questions and deeply understand your customer's problems
• Process-orientation and expertise maintaining excellent pipeline hygiene and accurate forecasting
• A bias toward action, love to dive in, and get stuff done, overdelivering on expectations and creating plans to close gaps in the forecast as they arise
• Comfortable working w/ clients at any level in an org, nurturing them as needed as a trusted advisor and driving deals to a close with 5+ members of the buying committee
• 5+ years of B2B SaaS sales experience, ideally in the FinTec or MarTec world