Direct Sales - Solution Engineer (Expense Management)

The Direct Sales Representative – Expense Management is responsible for driving new revenue growth by selling telecom and utility expense management (TEM/UEM) solutions to mid-market and enterprise organizations. This role owns the full sales lifecycle—from prospecting and discovery through solution design, product demonstrations, proposal development, and contract execution.

The ideal candidate is a motivated, consultative sales professional who can uncover operational and financial pain points, position value-driven solutions, and build lasting client relationships. This individual will play a key role in expanding market presence while delivering measurable cost savings and operational efficiencies to customers.

ROLE AND RESPONSIBILITIES:

New Business Development & Prospecting

• Identify, target, and qualify new sales opportunities within defined verticals and geographic markets.
• Conduct proactive outbound outreach via calls, email campaigns, networking, and industry events.
• Respond to inbound marketing-generated leads in a timely and strategic manner.
• Build and maintain a robust pipeline of qualified opportunities to consistently meet or exceed quota.

Discovery & Solution Positioning

• Lead consultative discovery conversations to understand prospects’ telecom and utility environments, billing structures, cost challenges, and operational workflows.
• Assess current expense management processes and identify areas for optimization, cost recovery, and efficiency improvement.
• Translate customer needs into tailored solution recommendations that clearly demonstrate ROI and business impact.

Product Demonstrations & Sales Execution

• Deliver compelling, customized product demonstrations that showcase platform capabilities, reporting tools, audit processes, and savings opportunities.
• Develop and present proposals, pricing models, and business cases aligned with customer objectives.
• Manage negotiations and contract discussions in collaboration with leadership and finance teams.
• Guide prospects through the decision-making process, overcoming objections and driving timely closure.

Pipeline Management & Forecasting

• Maintain accurate and up-to-date records in CRM (e.g., Salesforce or similar platform).
• Track activities, manage opportunity stages, and provide reliable monthly, quarterly, and annual revenue forecasts.
• Monitor sales performance metrics and continuously refine outreach and closing strategies.

Cross-Functional Collaboration

• Partner with onboarding, operations, and subject matter experts to ensure seamless transition from sale to implementation.
• Communicate customer expectations, scope, and deliverables clearly to internal teams.
• Provide feedback from the field to support product enhancements and messaging improvements.

DESIRED QUALIFICATIONS:

• Bachelor's Degree
• 3+ years of direct B2B sales experience, preferably in SaaS, managed services, telecom, utilities, or expense management.
• Demonstrated success managing a full sales cycle and meeting or exceeding revenue targets.
• Strong consultative selling skills with the ability to run effective discovery calls and live product demonstrations.
• Ability to understand complex service offerings and articulate value in a clear, customer-focused manner.
• Excellent written, verbal, and presentation skills, including experience communicating with decision-makers.
• Self-motivated, results-oriented, and comfortable working in a fast-paced, growth-focused environment.
• Proficiency with CRM tools  (Salesforce) and pipeline reporting.

*The salary range reflected is a good faith estimate of base pay for the primary location of the position. Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay for this position is up to $100,000 plus variable compensation annually. Pay varies by work location and may also depend on job -related knowledge, skills, experience and abilities of the successful candidate. Your recruiter can share more about the specific salary range for the job location during the hiring process.

Keywords: Sales, Account Executive, Direct Sales, Sales Executive, Business Development, LinkedIn, Indeed, MetTel, Bruin