Senior Account Manager, Mm/ent - Remote Eligible

Senior Account Manager, MM/ENT

At Emburse, you'll not just imagine the future – you'll build it. As a leader in travel and expense solutions, we are creating a future where technology drives business value and inspires extraordinary results. Account Managers will be responsible for upsell and cross sell to existing Emburse clients and growing revenue in their book of business. Through a defined sales process and partnership with key sales and cross functional stakeholders, Account Managers will strive to meet and exceed quarterly sales goals.

What You Will Do :

Upsell and Cross sell, and expansion of additional products and services in assigned customer book of business

Partner with sales leader, BDR's and CSM's to create and execute 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 in the context of customer business problems and outcomes

Effectively lead sales opportunities throughout the entire sales process leveraging GAP Selling sales methodology

Work collaboratively in a team selling environment in a lead role on the team and partner with Client Success, Solutions Consulting, Overlays and other key internal stakeholders

Mentor new employees as requested by manager

Serve as a subject matter expert on spend management from both an Emburse and industry perspective

Collaborate with sales management on sales opportunities and obstacles and develop strategies to maximize wins

Consistently document sales status, contacts and communications within Salesforce.com

Constantly manage sales pipeline and forecast with a high degree of accuracy

Learn and effectively use all available sales tools, and assist other team members as requested by manager

Mentor new sales executives as requested by manager

Travel required; overnight travel required occasionally

Annual quota of $1.4M

What Are We Looking For :

Education: Preferred: A undergraduate college degree is strongly preferred

Experience: Required:

Minimum of 15+ years of experience selling SaaS solutions to companies with a minimum of 1000 employees or in a relevant specialized vertical; minimum of 4 years selling financial SaaS solutions

Proven track record of closing 5 and 6 figure ARR deals

Experience working successfully in a team selling environment

Preferred:

Proven track record of consistently finishing above quarterly and annual goals

Demonstrated success carrying and exceeding an annual quota of over $1M

Knowledge of travel and expense and/or AP/Payments management industry highly preferred

Knowledge of GAP Selling, Challenger Sale, SPIN or equivalent sales methodology

Certifications: Required: None

Additional Eligibility Qualifications: Required:

Strong prospecting skills and ability to direct prospecting efforts of others

Strong listening skills and ability to ask probing questions

Ability to set, manage and document agreed outcomes to drive a sales process

Strong business acumen and ability to understand the customer's business and their key strategic business objectives and specific AP/Finance/Expense operations objectives and serve as an advisor on how Emburse can help them achieve their goals

Strong presentation skills- including one on one and in front of a larger group, both virtually and in person. Ability to lead executive level conversations and presentations.

Excellent communication skills both written and verbal to different types of stakeholders

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 drive a team strategy and coordinate and work with internal and external partners to a mutually agreed outcome

Ability to solve problems as they arise in a calm, professional manner, and work collaboratively as needed to determine creative solutions.

Ability to build and maintain effective relationships with co-workers and customers

Ability to quickly adapt to a changing environment

Ability to collaborate effectively with management work under moderate supervision

Operate with a sense of urgency

Accountable to sales outcomes and commitments

Establish Executive Sponsorship

Justify Value

Discover & Define Problems

Introduce New Products

Domain Expertise

Handle Objections

Sales Execution

Resourcefulness

Why Emburse?

Finance is changing—and at Emburse, we're leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimize spend—so they can focus on what's next, not what's slowing them down.

A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize their finance operations

A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI to solve real-world challenges

A Culture That Empowers – Competitive pay, flexible work, and an inclusive, collaborative environment that supports your success

A Career That Matters – Your work here drives efficiency, innovation, and smarter financial decision-making for businesses everywhere

Shape your future & find what's next at Emburse.

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.