Senior Lead Account Executive - Higher Education

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 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/Enterprise level business as assigned
• Meet or exceed monthly sales targets according to sales plan
• Maintain an adequate number of new prospect meetings and continuously building 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 are looking for :

• Education:
Preferred: Undergraduate College Degree, equivalent years of relevant experience may substitute
 
• Experience:
Required:
• Minimum of 8-10 years of experience selling financial SaaS solutions to companies with a minimum of 500 employees; preference for experience in selling  to companies with      1000-5000+ employees
• Proven track record of closing six-figure 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 Preferred: Experience with MEDDPICC, Challenger Sale
•  
• Certifications:
Required: None
 
• Additional Eligibility Qualifications
Required:
• 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 processes to determine the best solution fit
• Technology skills and the 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
• Communication
• Attention to Detail
• Time Management
• Emotional Intelligence
• Active Listening
• Sales Execution Resourcefulness
• Discover Issues, Needs and Pain Points
• Quantify and Articulate Value
• Overcome Objections 
• Prospecting (research and outreach)
• Solution Development
• Establish Executive Sponsorship 
• Negotiation
• Upselling and cross-selling
• Data Analysis
• Relationship Building