Account Executive - Midmarket

Job Overview Account Executives will focus on finding and closing deals with companies over 500+ employees. Through a defined sales process and partnership with key sales leaders, Account Executives strive to meet and exceed quarterly and annual sales goals. What You Will Do Responsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closing. Articulate the company's services, 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. Responsibly develop and execute a strategic territory plan. Create and execute sales strategies to grow revenues within the customer base as well as through new customer acquisition. Develop influential relationships and generate sales leads through partner, channel, and other open networking efforts. Effectively demonstrate Emburse SaaS solutions with strong presentation skills. Lead sales opportunities throughout the entire sales process. Collaborate with sales management on sales opportunities and obstacles. Promote partner sales development efforts by meeting and communicating with Channel Partners regularly. Participate in company‑organized sales and marketing events as required. SME in Expense Management. Work both inbound and outbound leads to generate a robust pipeline of large‑size businesses. Present Emburse's solutions via web presentation to potential clients. Learn and develop new, creative sales techniques and strategies. Position yourself to understand the AP, Expense, and Business needs of a Mid‑Market level business. Meet or exceed monthly sales targets according to the sales plan. Maintain an adequate number of new prospect meetings and continuously build pipeline to exceed quarterly and annual business objectives. Participate in weekly sales meetings and articulate market feedback to management. Assess market opportunities and develop territory plan to meet revenue objectives. Range of $600-900K yearly quota. What You Will Bring Minimum of 5‑7 years of experience selling financial SaaS solutions to companies with a minimum of 1000 employees. Proven track record of closing 5‑figure and six‑figure ARR license deals. Strong prospecting skills. 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. Excellent communication skills, including one‑on‑one, small virtual settings and in front of a larger group. Ability to analyze AP/Expense processes to determine the best solution fit. Technology skills and proven ability to use email, Zoom, SFDC, and other sales tools as needed. Comfortally 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. Attention to detail. Time management. Emotional intelligence. Active listening. Sales execution resourcefulness. Discover issues, needs and pain points. Quantify and articulate value. Overcome objections. Solution development. Establish executive sponsorship. Negotiation. Upselling and cross‑selling. Data analysis skills. Relationship building. EEO Statement Emburse provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Emburse complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us. #J-18808-Ljbffr Emburse