The Role
Drive outbound prospecting to create pipeline for Mid‑Market and Enterprise AEs through cold calling, email, and multichannel outreach. Qualify and book discovery meetings, perform early-stage discovery, maintain Salesforce data, collaborate with AEs on handoffs, and contribute feedback to Sales and Marketing to improve messaging and outreach.
Summary Generated by Built In
Who We Are:
At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in travel and expense solutions, we are creating a future where technology drives business value and inspires extraordinary results. Our AI-powered platform helps organizations modernize financial operations, increase visibility, and optimize spend across the enterprise.
Join our fast‑moving, high‑growth Sales Development team and take the next step in your career with a role that elevates core sales development responsibilities while providing increased strategic exposure and partnership with Account Executives.
The Associate Account Executive (AAE) is a senior Sales Development role with a core focus on supporting enterprise accounts, creating pipeline through outbound prospecting while also supporting stronger qualification and opportunity progression in partnership with AEs. This means working with larger clients, and supporting them not only with setting up initial calls, but also through the rest of their sales process life cycle.
You may also attend tradeshows and events as needed. Our team is crushing their goals - it's a great time to be at Emburse in this role!
What You'll Do:
- Drive outbound pipeline creation via cold calling, email, and multichannel outreach within a defined Ideal Customer Profile (ICP)
- Deliver against core activity metrics including call volume, talk time, email volume, and sequence execution
- Execute high‑impact outbound prospecting to generate Sales Accepted Opportunities (SAOs)
- Book and qualify discovery meetings for Mid‑Market and Enterprise Account Executives
- Conduct deeper early‑stage discovery to capture meaningful business context and improve opportunity quality
- Partner closely with AEs to support cleaner handoffs and improved SAO → SQO conversion
- Participate in regular AE mentorship, deal reviews, and pipeline alignment sessions
- Maintain accurate activity, contact, and opportunity data in Salesforce
- Provide feedback on messaging, targeting, and outreach effectiveness to Sales and Marketing teams
What We're Looking For:
- Preferred: Experience selling to finance personas
- Preferred: Experience with MEDDPICC and/or Challenger Sale
- 2+ years of SDR, BDR, or outbound sales experience
- Proven ability to generate pipeline through cold calling, email, LinkedIn, and multichannel outreach
- Experience sourcing and supporting qualified opportunities within an assigned territory
- Ability to partner closely with Account Executives on territory strategy and opportunity progression
- Strong discovery skills with the ability to uncover pain, qualify fit, and capture business context
- Ability to conduct effective pre-call research on accounts, industries, personas, and business challenges
- Strong phone presence and clear written communication skills
- Experience supporting Mid-Market and/or Enterprise sales motions preferred
- Familiarity with Salesforce and tools such as Outreach, Nooks, Gong, LinkedIn Sales Navigator, and ZoomInfo
- Strong organization, time management, and follow-through in a fast-paced, metrics-driven environment
- Collaborative mindset with a willingness to learn, take feedback, and improve outreach effectiveness
Why Emburse?
Finance is changing—and at Emburse, we’re leading the way. Our AI-powered solutions help organizations eliminate inefficiencies, gain real-time visibility, and optimize spend—so they can focus on what’s next, not what’s slowing them down.
• A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize
their finance operations.
• A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI to solve real-
world challenges.
• A Culture That Empowers – Competitive pay, flexible work, and an inclusive, collaborative environment that
supports your success.
• A Career That Matters – Your work here drives efficiency, innovation, and smarter financial decision-making
for businesses everywhere.
Shape your future & find what’s next at Emburse.
Emburse provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Emburse complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment.
Skills Required
- Bachelor's degree or equivalent experience
- 2+ years of experience in a Sales Development Representative (SDR/BDR) role
- Proven experience generating pipeline through cold calling, cold emailing, and outbound prospecting
- Strong phone presence and ability to run effective discovery conversations
- Experience supporting Mid-Market and/or Enterprise sales motions
- Familiarity with Salesforce and sales engagement tools (SalesLoft, LinkedIn Navigator, ZoomInfo)
- Strong communication, organization, and time-management skills
- Ability to operate in a fast-paced, metrics-driven environment
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
Emburse humanizes work by empowering business travelers, finance professionals and CFOs to eliminate manual, time-consuming tasks so they can focus on what matters most. Emburse brings together some of the world’s most powerful and trusted expense and AP automation solutions, including Abacus, Captio, Certify, Chrome River, Nexonia and Tallie. The company’s innovative offerings, which are uniquely tailored for specific industries, company sizes, and geographies, are trusted by more than 4.5 million users in more than 120 countries. Over 14,000 customers, from start-ups to global enterprises, including Boot Barn, Grant Thornton, Telefónica, Lufthansa Systems, and Toyota rely on Emburse to make faster, smarter decisions, empower business travelers to recapture lost nights and weekends spent doing tedious expense management, and help make users’ lives -- and their businesses -- better.
.png)
.png)
