The Role

As an Account Executive within the Paymode business you are responsible for expanding and growing client programs in your portfolio through successfully booking expansion, upsell and upgrade opportunities. You will partner with our bank and fintech partners to build strategic expansion plans across your assigned client base that drive both day one revenue and new campaign spend growth. This is a quota carrying position reporting up through senior sales leadership.

What will make you successful:

Identify and Manage Expansion Opportunities to Close

• Execute Business Reviews to uncover new opportunities such as acquisitions, untapped spend categories, competitive program takeaways, upgrades and upsells
• Bring your experience with growth plan best practices to align our clients’ business goals and objectives with Bottomline’s products, solutions, and services.
• Leverage data to demonstrate current program success as a foundation for expansion.
• Develop relationships with C-level executives within your client organizations to enhance the overall relationship, client stickiness, account expansion.
• Manage and maintain opportunity records within Paymode’s CRM to ensure accurate pipeline and forecasts.
• Understand and present product roadmap highlights to Clients, articulating how the investments and innovations translate to business value.
• Support RFP requests for existing clients.

Develop Deep Understanding of Paymode and Your Client Base

• Articulate the Paymode value drivers, provide proof points and position positive business outcomes.
• Understand the Vendor Sales process, communicate Paymode’s Vendor Campaign Methodology and drive clients to adopt best practices to maximize revenue.
• Learn and build subject matter expertise your clients’ businesses, markets, challenges, and opportunities.

Collaborate with Key Internal Stakeholders

• Partner with your internal and external channel partner counterparts to uncover strategic opportunities to expand your client’s Paymode program.
• Play an active role in ensuring the full deployment of day one projected revenue by partnering with client success and operational teams to drive booked revenue to fully reported revenue
• Attend cadence calls alongside your client success partners to ensure you keep a pulse on client program success, growth opportunities and areas of improvement
• Ensure we are consistently capturing new client spend to grow the vendor sales pipeline
• Document and share stories and references with Marketing about successful clients and Paymode’s impact on their business, automation, security, etc., while also working with Marketing on targeted messaging and content, such as whitepapers, videos, collateral, and other materials, as requested.

If you have the attributes, skills, and experience listed below, we want to hear from you:

• 6+ years of experience in Client facing roles within sales, success, account management, or professional services in an enterprise SaaS company
• 3+ years of experience within a SaaS or payments business, preferably in FinTech/Services
• Experience with Command of the Message sales methodology a plus
• Experience developing relationships and influencing C-Suite decision makers.
• Proven ability to drive sales and/or expansion within prospects and/or existing customers.
• Rigorous attention to detail to opportunity management within Paymode’s CRM
• Proven ability to effectively engage with and navigate across corporate functions and the C Suite.
• Detailed-oriented, organized with effective time management skills.
• Listening well, exceptional interpersonal skills and excellent written, presentation and verbal communication skills.
• Always positive, driven to excel, takes ownership, works collaboratively.
• Superior working knowledge of standard Microsoft office tools including PowerPoint, Excel and Word.
• Bachelor’s Degree or higher, with a business or technical focus preferred
• Willingness to travel up to 50%