About this role.
Fieldguide is hiring a Strategic Account Executive to own and grow a focused portfolio of the top 35 U.S. audit and advisory firms. The role manages a full-cycle enterprise sales process, spanning prospecting, discovery, solution walkthroughs, negotiation, closing, and expansion. Success requires consultative, multi-threaded engagement with executive, operational, practitioner, and technical stakeholders, using MEDDICC and disciplined account planning. This is a U.S.-remote, high-ownership startup 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
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Sample interview questions
I begin by mapping the account's business priorities, organizational structure, existing technology, and likely change drivers. I identify economic buyers, champions, technical evaluators, and potential blockers, then establish mutual action plans with measurable milestones. I review account progress regularly and adjust messaging, resources, and executive alignment based on stakeholder feedback and deal risk.
I use MEDDICC to qualify opportunities rigorously by validating metrics, the economic buyer, decision criteria, decision process, pain, champion, and competition. It helps reveal gaps early, especially when a deal appears active but lacks a verified buying process or internal advocate. I document these elements in CRM and use them to align internal teams around the next highest-value action.
I would start with discovery into the firm's current engagement workflows, capacity constraints, client-service goals, and modernization priorities. Rather than leading with product features, I would connect Fieldguide's platform to tangible outcomes such as reducing manual work, improving consistency, and enabling teams to focus on higher-value advisory activities. I would then build a phased adoption plan supported by relevant use cases, stakeholder alignment, and clear success measures.
In a complex opportunity, I established a shared deal plan that clarified the customer's requirements, owners, deadlines, and decision risks. I brought Solutions, Product, Finance, and leadership together around the highest-impact customer commitments while being transparent about what could and could not be delivered. This structure kept communication clear, prevented overpromising, and enabled us to move the deal forward with customer trust intact.
I reassess the opportunity against the buying process, stakeholder map, compelling event, and champion strength rather than simply increasing follow-up frequency. I seek direct feedback on unresolved concerns, re-engage the economic buyer where appropriate, and provide a focused next step tied to a business outcome. If the opportunity is not currently qualified, I document the reason, maintain a value-based nurture plan, and redirect effort toward more actionable opportunities.
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 a Strategic Account Executive at Fieldguide, you’ll own a focused set of the top 35 audit and advisory firms in the U.S., driving both initial landings and long-term expansion. This is a relationship-driven role centered on building strategic partnerships and growing them over time.
You’ll run a full-cycle, multi-threaded sales motion. Engaging executive, operational, and technical stakeholders, while developing a clear account strategy around where AI can drive the most impact.
Taking a consultative, partner-first approach, you’ll guide firms through a broader shift in how audit and advisory work gets done, positioning Fieldguide as a platform for efficiency, modernization, and differentiation – and expanding that value across the organization.
This role reports to the Sr. Director of Sales and is fully remote within the U.S.
What You’ll Do:
Own a targeted account list of key strategic accounts, overseeing the full sales cycle from prospecting to close – with a focus on both net new and existing accounts.
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:
7+ 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.
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.
Experience working for and/or selling directly to audit, advisory, or assurance firms
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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