Associate Account Executive

Job description

**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