SMB Account Executive

What You’ll Do

• Own a targeted account list of key SMB accounts, overseeing the full sales cycle from prospecting to close.
• Achieve and exceed revenue targets and key sales metrics.
• Build strong, trust-based relationships with key decision-makers by providing thought leadership, understanding their business needs, and aligning Fieldguide’s solutions accordingly.
• Develop and implement sales strategies aligned to goals and targets by leveraging the MEDDICC sales methodology.
• Collaborate cross-functionally with teams including Solutions, Finance, Product, and Marketing to ensure customer needs and expectations are met throughout the sales process.
• Set strategic direction to maximize market potential within your assigned territory through effective planning and execution.
• Present compelling solution walkthroughs to prospects using insights uncovered during discovery.
• Own the creation, ideation, and execution of key account and territory plans.
• Maintain CRM diligence, forecasting accuracy, and clear communication with internal stakeholders related to your territory.
• Attend networking events and conferences to build relationships that generate new business opportunities.
• Up to 30% regional and national travel.

About You

• Experience as an Account Executive, with a focus on net new logos and a proven track record of exceeding quota.
• Experience working for and/or selling directly to audit, advisory, or assurance firms is strongly preferred.
• Strong project management skills, with the ability to coordinate stakeholders and drive large, complex deals across the finish line.
• Capacity to engage deeply and broadly across an account—executives, practitioners, and technical teams—to influence stakeholders and drive meaningful change.
• Able to manage complex, multithreaded sales processes involving customer stakeholders from executives to day-to-day product users.
• Experience independently managing a complete sales cycle from prospecting to negotiation to close.
• Team player who collaborates effectively across internal teams (Solutions, BDRs, Finance, Product, Marketing, Customer Success, etc.).
• Motivated by building sales processes in a rapidly changing startup and being part of a team-oriented selling environment, demonstrating adaptability, resourcefulness, and mentorship.