About this role.
Fieldguide is hiring an Enterprise Account Executive to own full-cycle sales for its vertical AI platform serving large audit and advisory firms. The role focuses on prospecting, consultative discovery, multithreaded enterprise deal execution, account planning, and closing net-new business. The successful candidate will work with executive, operational, and technical stakeholders at top U.S. CPA firms while partnering internally with Solutions, Finance, Product, Marketing, and Customer Success. This is a remote U.S. sales role reporting to the Senior Director of Sales, with up to 30% regional and national travel.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would outline the account strategy, the business problem identified during discovery, the stakeholder map, and the mutual action plan used to maintain momentum. I would also explain how I qualified the opportunity, addressed risks such as budget or procurement, and measured the final business outcome.
I use MEDDICC to validate measurable business impact, identify the economic buyer, understand decision criteria and process, document pain, find an internal champion, and assess competition. I update these elements continuously in the CRM so that forecast confidence reflects verified customer evidence rather than optimism.
I would begin with research into the firm's service lines, growth priorities, regulatory environment, and operational pressures. In discovery, I would ask informed questions about practitioner efficiency, consistency, risk, and modernization goals, then connect Fieldguide's capabilities to outcomes that matter to both leadership and end users.
I would treat the gap as a qualification and deal-strategy issue rather than simply pushing for a close. I would work with the users to quantify the value and risks of inaction, identify routes to the economic buyer, and equip potential champions with a concise executive narrative and tailored business case.
I rely on objective stage-exit criteria, current next steps, confirmed decision processes, and regular inspection of stakeholder engagement. I separate pipeline potential from commit opportunities, communicate risks early, and keep CRM data current so leadership and cross-functional teams can make sound decisions.
About Us
Fieldguide is establishing a new state of trust for global commerce and capital markets through automating and streamlining the work of assurance and audit practitioners specifically within cybersecurity, privacy, and financial audit. Put simply, we build software for the people who enable trust between businesses.
We’re based in San Francisco, CA, but built as a remote-first company that enables you to do your best work from anywhere. We’re backed by top investors including Growth Equity at Goldman Sachs Alternatives, Bessemer Venture Partners, 8VC, Floodgate, Y Combinator, DNX Ventures, Global Founders Capital, Justin Kan, Elad Gil, and more.
We value diversity — in backgrounds and in experiences. We need people from all backgrounds and walks of life to help build the future of audit and advisory. Fieldguide’s team is inclusive, driven, humble and supportive. We are deliberate and self-reflective about the kind of team and culture that we are building, seeking teammates that are not only strong in their own aptitudes but care deeply about supporting each other’s growth.
As an early stage start-up employee, you’ll have the opportunity to build out the future of business trust. We make audit practitioners’ lives easier by bringing together up to 50% of their work and giving them better work-life balance. If you share our values and enthusiasm for building a great culture and product, you will find a home at Fieldguide.
About the Role:
As an Enterprise Account Executive at Fieldguide, you’ll be focused on driving full-cycle sales of Fieldguide’s innovative vertical AI platform to the largest players in audit and advisory. Your main responsibilities will include prospecting, identifying, and securing the largest sales opportunities within top audit and advisory firms. This role will require working closely with the top 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 reports to our Sr. Director of Sales and is located remotely in the United States.
What You’ll Do:
Own a targeted account list of key enterprise 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 with 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:
5+ years of sales 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 enterprise accounts.
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.
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 starting on your first day
Technology & Work from Home reimbursement
Flexible work schedules
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