Account Executive - Velocity

Who We Are At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in expense intelligence, we are creating a future where technology drives business value and inspires extraordinary results. Our AI-powered platform helps organizations modernize financial operations, increase visibility, and optimize spend across the enterprise. Account Executives will focus on finding and closing deals with companies over 500+ employees in size. Through a defined sales process and partnership with key sales leaders, Account Executives and Senior Account Executives will strive to meet and exceed quarterly and annual sales goals. What You'll do - Responsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closing. - Articulate the company's service, 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. - Responsible for developing and executing 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 sales leads through partner/channel and other open networking efforts. - Effectively demonstrate Emburse SaaS solutions with strong presentation skills. - Effectively 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 sales plan. - Maintain an adequate number of new prospect meetings and continuously building a 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. What We're Looking For - Undergraduate College Degree preferred or equivalent years of relevant experience may substitute. - 3+ years of experience selling financial SaaS solutions to companies with a maximum of 200 employees. - Proven track record of closing ARR license deals preferred. - Proven track record of consistently finishing above annual quota. - Knowledge of travel and expense and/or AP/Payments management industry highly preferred. - Experience selling to finance personas. - Experience with MEDDPICC, Challenger Sale. - 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 setting 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, other sales tools as needed to increase sales efficiency. - 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. - Strong ability to quantify and articulate value, overcome objections. Why Emburse? - Finance is changing—and at Emburse, we’re leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visib