Drive outbound pipeline for mid-market and enterprise accounts through cold calling, email, LinkedIn, and multichannel outreach. Qualify discovery meetings, conduct early-stage discovery, improve opportunity progression, and partner with Account Executives on territory strategy, handoffs, and deal reviews. Maintain accurate Salesforce records and provide feedback on messaging and targeting.
Who We Are:
At Emburse, you’ll not just imagine the future – you’ll build it. As a leader in expense intelligence, 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.
Similar Jobs
Healthtech • Software • Telehealth
Supports the full healthcare sales cycle under mentorship from a Senior Account Executive. Responsibilities include prospecting healthcare providers and institutions, qualifying opportunities, participating in presentations, managing client relationships, onboarding accounts, training clinical staff, tracking pipeline activity, monitoring utilization, and identifying growth opportunities. The role also coordinates with marketing, laboratory operations, billing, compliance, and product teams while attending industry and provider events.
Top Skills:
Crm SystemsGenetic TestingHereditary Cancer TestingInfectious Disease TestingOrdering PortalsPharmacogenomicsTest Requisition Systems
Biotech • Pharmaceutical
Develop territory strategies to grow market share and sales of regenerative biologics, advanced wound care, and surgical products. Build relationships with physician practices, hospitals, wound care clinics, and surgical centers; grow existing accounts and identify new prospects. Support presentations, marketing and sales planning, reimbursement issue resolution, and customer satisfaction. The role requires regular travel to clinical and customer sites within the assigned territory.
Top Skills:
ExcelMS OfficePowerPoint
Hardware • Software
Supports sales growth for clear aligner solutions across New Mexico and West Texas. Responsibilities include prospecting dental practices, conducting outreach and in-person visits, supporting presentations and trainings, onboarding clients, maintaining account relationships, identifying expansion opportunities, coordinating local events, preparing performance reports, and developing product and market expertise. This outside sales role requires candidates to live in the territory and travel approximately 30–40% overnight.
Top Skills:
Clear Aligner TechnologySalesforceTelehealth Technology
What you need to know about the Austin Tech Scene
Austin has a diverse and thriving tech ecosystem thanks to home-grown companies like Dell and major campuses for IBM, AMD and Apple. The state’s flagship university, the University of Texas at Austin, is known for its engineering school, and the city is known for its annual South by Southwest tech and media conference. Austin’s tech scene spans many verticals, but it’s particularly known for hardware, including semiconductors, as well as AI, biotechnology and cloud computing. And its food and music scene, low taxes and favorable climate has made the city a destination for tech workers from across the country.
Key Facts About Austin Tech
- Number of Tech Workers: 180,500; 13.7% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Dell, IBM, AMD, Apple, Alphabet
- Key Industries: Artificial intelligence, hardware, cloud computing, software, healthtech
- Funding Landscape: $4.5 billion in VC funding in 2024 (Pitchbook)
- Notable Investors: Live Oak Ventures, Austin Ventures, Hinge Capital, Gigafund, KdT Ventures, Next Coast Ventures, Silverton Partners
- Research Centers and Universities: University of Texas, Southwestern University, Texas State University, Center for Complex Quantum Systems, Oden Institute for Computational Engineering and Sciences, Texas Advanced Computing Center
