Serving more than 5,500 clients throughout North America, AvidXchange™ is an industry leader in automating invoice and payment processes for mid-market companies.In today’s blog, we’ll get to know Brian Thayer, Vertical Sales Manager at AvidXchange™.
Brian has worked for AvidXchange™ for the past eight years. He started in our Lead Generation department, setting up demos for our outside sales team, before transitioning into a New Business sales role. After five years of New Business, Brian moved into a Vertical Sales Manager position, focusing on managing our representatives who sell to the Real Estate market.
What do you think is AvidXchange™’s greatest competitive advantage?
We’re completely focused on AP automation and as a result, we have an affordable full-service solution for the mid-market. From invoice to payment, we cover everything. Also, being the leader in the marketplace, with thousands of of happy clients, has afforded us invaluable feedback to continue to grow the product in the direction that best meets our clients’ needs.
What has been your biggest accomplishment in your career at AvidXchange™?
My biggest accomplishment is building an achievable (and dependable) sales model that is still being replicated today by new sales representatives. This model has exceeded quota for four years in a row, achieving over 500k in sales. I’m also extremely proud of being promoted to Vertical Sales Manager
What advice do you have for people that are just starting their careers in sales?
Organization and diligence. Have a monthly plan, stay focused, and be persistent. Don’t be afraid to pick up the phone. There are ebbs and flows to the sales process, so stay motivated and be ready!
What are some of the major trends that you’ve seen in the payables space during your career?
When I started in 2008, we had to educate potential prospects about what AP automation was. Over the past few years, a huge shift has occurred in the payables space, with companies doing their own research about invoice and payment automation and reaching out a trusted provider like AvidXchange™.
As more and more companies seek a business-to-business (B2B) payment solution, automation providers like AvidXchange™ will continue to revolutionize the payables space. With the new e-payment trends out there, specifically around VCC, we have seen a massive increase in vendor adoption as there are huge benefits to suppliers to accept e-payments. Not to mention our clients are winning as well by eliminating paper checks so it’s really an incredible time to talk with folks as it’s truly a win-win scenario.
