Senior Vice President, SMB/Growth

As a Senior Vice President, SMB/Growth at Emburse, your primary responsibilities include managing, mentoring, and motivating sales managers and team members. You'll develop effective sales strategies, establish relationships with prospects and partners, and foster a collaborative culture to ensure success. Additionally, you'll set competitive quotas, manage recruiting efforts, and lead your team in achieving sales objectives.

To qualify for the Senior Vice President, SMB/Growth position at Emburse, candidates should have a college degree or equivalent relevant experience and a minimum of 10 years in leading quota-carrying enterprise cloud sales teams. Knowledge of the travel and expense management industry is highly preferred, along with strong communication skills and a proven track record in leadership roles.

The Senior Vice President, SMB/Growth at Emburse plays a crucial role in developing and implementing sales strategies to drive revenue growth. This includes collaborating with the Marketing team on the Go-To-Market strategy, aligning product offerings with market opportunities, and fostering relationships that aid in accelerating deal closures.

The Senior Vice President, SMB/Growth role at Emburse requires regional travel on a regular basis, including occasional overnight trips. This travel is essential for establishing and maintaining relationships with prospects, customers, and partners.

Candidates for the Senior Vice President, SMB/Growth position at Emburse should have experience with enterprise software, especially in cloud technologies, APIs, and communications solutions. A solid understanding of the travel and expense management industry will also provide a competitive edge.

In answering this question, reflect on your leadership philosophy. Discuss specific strategies you utilize to inspire your team, such as setting clear goals, providing constructive feedback, and fostering an open environment where team members feel valued and motivated to exceed targets.

When responding, outline a specific sales strategy you implemented, highlighting the challenges faced, the action steps taken, and the results achieved. Use metrics to demonstrate success and focus on how this experience would be beneficial for the Senior Vice President role at Emburse.

Highlight your relationship-building techniques, such as frequent communication, understanding clients’ needs, and providing tailored solutions. Emphasize the importance of trust and rapport in creating long-lasting business relationships in your response.

Discuss your approach to identifying the root causes of underperformance, such as skills gaps or lack of motivation. Share how you communicate with the team member to analyze their situation and implement improvement plans, including setting measurable goals and providing necessary training.

In your response, explain how you utilize sales tools and analytics to manage pipelines effectively. Talk about your experience with setting sales projections and the methods you apply to adjust strategies dynamically based on data insights.

Address the importance of collaboration in achieving team goals. Share examples of how fostering teamwork among your sales team members, other departments, and external partners has led to enhanced performance and better customer service in your previous roles.

Demonstrate your commitment to continual learning by mentioning resources you use to stay informed, such as industry publications, networking events, and online courses. Explain how you use this knowledge to adapt sales strategies and drive innovation within your team.

Discuss qualities such as strong leadership, adaptability, strategic thinking, and excellent communication skills. Relate these qualities to your previous experiences and how they have contributed to your success in similar roles.

Share your methodology for developing a Go-To-Market strategy that aligns products with target markets. Emphasize the importance of research in understanding the ideal customer profile and how that drives your sales messaging and tactics.

When discussing a specific example, outline the steps you took to understand the client's needs, tailor your pitch, and overcome objections. Emphasize the importance of relationship management and how it contributed to the successful closure of the deal.