Mid-Market Account Executive

About Us: Fieldguide is establishing a new state of trust for global commerce and capital markets by augmenting the work of assurance and audit practitioners with AI agents. The value we bring firms: Expertise, amplified. We are based in San Francisco and have raised over $125M+ in venture funding from top Silicon Valley investors to accomplish our ambitious vision, including Goldman Sachs, Bessemer Venture Partners, 8VC, Floodgate, Y Combinator, Justin Kan, Elad Gil, and more. We are the leading transformation partner for agentic audit and advisory with more than 50% of the top 100 CPA firms as customers, including several Big 4, and an industry-leading NPS to match. We save up to 75% of time on manual tasks and unlock over 4x capacity for audit practitioners, helping provide the work-life balance that is rare in the profession. Fieldguide's trajectory matches where later-stage vertical AI leaders were at this point in their journey, and you'd be joining early enough to have a meaningful impact. Fieldguide values diversity, both in backgrounds and in experiences to help build the future of audit and advisory. We are deliberate in preserving a winning culture with our FFLOWI values - Fearless, Fast, Lovable, Owners, Win-Win, Inclusive - providing space for teammates to do their career’s best work through a tightly knit support network. If you want to shape the most important shift in how commerce and capital markets establish trust, alongside world-class teammates, Fieldguide would love to build with you. About the Role: As a Mid-Market Account Executive, you will be responsible for driving full-cycle sales of Fieldguide’s innovative vertical AI platform in the audit and advisory space. Your main responsibilities will be prospecting, identifying, and converting new business development opportunities for net new mid-market accounts. This role will require working closely with CPA firms in the U.S., where you will navigate a complex, multithreaded sales motion that spans executive, operational, and technical stakeholders. By taking a consultative, partner-oriented approach, you will guide firms as they undergo a significant technology shift in the industry - positioning Fieldguide not just as a vendor, but as a true AI partner. Through deep discovery and values-based selling, you will help these firms understand how Fieldguide’s platform can drive efficiency, modernization, and competitive differentiation, ultimately redefining the future of audit and advisory services. This position will report to the Senior Manager of Sales and is located remotely in the United States. What You’ll Do: - Own a targeted account list of key mid-market 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 and selling complex software solutions to mid-market accounts. - Experience working for and/or selling directly to audit, advisory, or assurance firms 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. More about Fieldguide: Fieldguide is a values-based company. Our values are: - Fearless - Inspire & break down seemingly impossible walls. - Fast - Launch fast with excellence, iterate to perfection. - Lovable - Deliver happiness & 11 star experiences. - Owners - Execute & run the business with ownership. - Win-win - Create mutual value & earn trust for life. - Inclusive - Scale the best ideas with inclusive teams. Some of our benefits include: - Competitive compensation packages with meaningful ownership - Flexible PTO - 401k - Wellness benefits, including a bundle of free therapy sessions - Technology & Work from Home reimbursement - Flexible work schedules