Account Manager, SMB Client Sales

Emburse is hiring an SMB Client Sales Account Manager to grow revenue from existing clients by identifying upsell and cross-sell opportunities for its cloud-based travel, expense, AP, and payments solutions. The role manages sales opportunities from prospecting through close, builds pipeline, and partners with internal teams to meet quarterly 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.com
• 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
• Knowledge of travel & expense management and/or AP automation
• 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
• fintech preferred