• 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