Mid-Market Account Executive

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 Sales Manager 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 highly 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