• Close deals: That's your job. • Sell large B2B training packages to companies with 100+ employees. • Negotiate, persuade, and bring contracts across the finish line. • Upselling: Existing customers already know our offerings. • You spot opportunities for additional training and bring them in. • Access to your sales tools: We offer our own high-quality sales trainings with roleplays and smart tracking tools. • After closing the deal, our Client Enablement Manager takes over the account. You move on to the next deals.

About Acquia Acquia empowers the world’s most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out. Headquartered in Boston, MA, Acquia is a Great Place to Work-CertifiedTM company, is listed as one of the world’s top software companies by The Software Report, and is positioned as a market leader by the analyst community. We are Acquia. We are building for the future and we want you to be a part of it! Career Exploration at Acquia Our recruitment process is designed to empower you in making the most informed decisions. Acquia is committed to providing an inclusive, transparent, efficient, and educational interview experience that cultivates exploration into career opportunities at Acquia You will discover the opportunity to grow your career here and learn from a global team that empowers you to exceed boundaries and achieve the extraordinary. As the Account Executive, you will... - Identify new business opportunities, manage, and close deals in Acquia’s account and prospect base - Engage with senior level executives within these organizations - Develop positive relationships and identify prospect needs at all decision-making levels - Stay current on competitor offerings and be able to identify their strengths and vulnerabilities - Turn client feedback into meaningful strategies to drive new business and address competitive risks - Influence client decisions and advocate for client needs to broker win-win solutions - Work closely with various functional teams including Product Development, Account Management and Project Management teams to ensure seamless implementation and effective ongoing account growth - Handle full-life cycle sales in an individual contributor environment - Collaborate efficiently across internal teams and nurture an atmosphere of trust and open communication - Engage with our channel partners and various subject matter specialists to drive sales opportunities. - Travel to client meetings as needed - Work cross-functionally with demand generation and marketing teams to cultivate pipeline You’ll enjoy this role if you are/have… - Intellectual agility and an entrepreneurial attitude; demonstrates drive, initiative, energy and sense of urgency in acquiring and serving clients - Ability to learn and absorb new products quickly and rapidly adapt to changing business and customer demands - Smart, results-oriented, upbeat, and has regularly out-performed his or her peers - Looking for aggressive career growth - Passion, drive, and creativity What you’ll need to be successful... - Bachelor’s Degree - Strong sales/client origination experience, preferably with CMS experience - Experience negotiating large strategic deals including all phases of client development: prospecting, proposal development, negotiation and ongoing relationship management - Experience and the know-how to work in a start-up, fast paced technology environment - Strong understanding of the SaaS business model for solutions delivery - Confident presentation skills, and must have 'presence' in front of the C-suite customer with the communications skills to articulate a value proposition to a wide range of organizational and functional levels We are an organization that embraces innovation and the potential of AI to enhance our processes and improve our work. We are always looking for individuals who are open to learning new technologies and collaborating with AI tools to achieve our goals. Acquia is proud to provide best-in-class benefits to help our employees and their families maintain a healthy body and mind. Core Benefits include: competitive healthcare coverage, wellness programs, take it when you need it time off, parental leave, recognition programs, and much more! Final compensation will be commensurate with your experience and will be determined by a variety of factors, including city of residence, relevant skillset, and job-related knowledge. This role is also eligible for variable compensation. Acquia is an equal opportunity (EEO) employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veterans status or any other protected status or characteristic under federal, state or local law unrelated to the ability to perform the job. Pay Range $120,000—$135,000 USD

• Identify, qualify, develop, and close new service engagements in collaboration with Account Managers/Sales. • Actively participate in sales cycles, covering all aspects of Coupa services. • Design, estimate, and/or scope engagements, both directly and through partners. • Support the development of customized service offerings to meet client needs. • Provide feedback to the Solution Delivery Team on the suitability of existing packages to customer needs, supporting continuous improvement.

• Focus on finding and closing deals with companies over 500+ employees in size • 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 • 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 • Collaborate with sales management on sales opportunities and obstacles • 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