Unfortunately, the direction of the company is making it increasingly difficult to succeed in sales. The biggest issue is that the only people who seem to benefit from recent changes are the Executive Leadership Team (ELT). These decisions are damaging for the rest of us, particularly those of us in new business roles.
Here are the specific issues:
1. Processes Are Hindering New Business: The processes put in place over the last year are ineffective and actively harm our ability to close new deals.
2. Leadership Missteps: My trust and belief in Emburse have been eroded due to poor decisions from leadership. The impact of these choices has been profound, not just for morale but for performance. You are merely a pawn in their game of chess.
3. Failed Pricing Analysis: The pricing analysis has been a disaster. It’s clear the leadership didn’t listen to those of us who are customer-facing, and this has directly led to us losing deals we should have won. We continue to have aggressive pricing which stops new business being competitive and hits customers with huge increases (resulting in churn and loss of large accounts)
4. Unrealistic Targets: Removing customer upsell opportunities has made hitting 2025 targets unachievable. The path to success has been effectively taken away and targets are only going to increase!
5. Earnings Potential at Risk: With all these factors combined, my ability to achieve the financial goals I expect in this role is going to be impossible next year. Hence my departure.
