SMB Client Account Managers drive company revenue through end-to-end sales, seeking opportunities to provide existing Emburse clients with enhanced value through cloud-based travel, expense, AP, and payments solutions built to humanize the workplace.SMB Client 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, SMB Client Account Managers will strive to meet and exceed quarterly sales goals.What you'll do:Upsell and Cross-sell of additional products and services in the assigned customer book of businessPartner with sales leader, BDR’s and CSM’s to create and execute sales strategies to grow revenues within the customer baseMaintain an adequate number of client meetings and continuously build pipeline to exceed quarterly and annual business objectivesArticulate the value of Emburse Solutions with strong presentation skills in the context of customer business problems and outcomesEffectively lead sales opportunities throughout the entire sales process leveraging GAP Selling sales methodologyWork 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 stakeholdersMentor new employees as requested by managerServe as a subject matter expert on spend management from both an Emburse and industry perspectiveCollaborate with sales management on sales opportunities and obstacles and develop strategies to maximize winsConsistently document sales status, contacts, and communications within Salesforce.comConstantly manage sales pipeline and forecast with a high degree of accuracyLearn and effectively use all available sales tools, and assist other team members as requested by managementTravel required; overnight travel required occasionallyAnnual quota of $500kWhat we are looking for:A college degree is preferred but not required. Equivalent years of relevant experience may substituteMinimum of 5-10 years of experience selling SaaS solutions, fintech preferred, to companies with 1000+ employeesProven track record of closing 5-figure ARR deals, experience working 5-figure dealsConsistent and proven track record of consistently finishing above the quarterly and annual quotaKnowledge of travel and expense and/or AP/Payments management industry is highly preferredKnowledge of GAP Selling, Challenger Sale, SPIN, or equivalent sales methodologyStrong prospecting skills and direct prospecting efforts of othersStrong listening skills and ability to ask probing questionsAbility to set, manage, and document agreed outcomes of customer engagementsKeen curiosity about businesses, how they work, and specifically AP/Finance/Expense operationsStrong presentation skills- including one-on-one, small virtual settings and in front of a larger groupExcellent communication skills both written and verbalAbility to analyze AP/Expense processes to determine the best solution fitTechnology skills and the proven ability to use email, Zoom, SFDC, and other sales tools as neededComfort professionally pushing back on and negotiating with customers to drive a better deal/outcome for EmburseAbility to work with internal and external partners to a mutually agreed outcomeAbility to solve problems as they arise in a calm, professional mannerAbility to build and maintain effective relationships with co-workers and customersAbility to quickly adapt to a changing environmentAbility to work under limited supervision and collaborate effectively with managementOperate with a sense of urgencyAccountable for sales outcomes and commitmentsEstablish Executive SponsorshipJustify ValueDiscover & Define ProblemsIntroduce New ProductsDomain ExpertiseHandle ObjectionsSales ExecutionResourcefulnessApply for this job