SMB Account Executive

📋 Description

• • As a pivotal member of the Fieldguide sales team, you will be instrumental in driving the growth and adoption of our innovative AI Advisory & Audit Cloud solutions within the Small and Medium-sized Business (SMB) market across the United States.
• • This full-cycle Account Executive role demands a proactive and strategic approach to identifying, nurturing, and closing new business opportunities, with a primary focus on acquiring net-new logos.
• • You will be the primary point of contact for CPA firms, navigating a sophisticated and often multi-stakeholder sales process to introduce them to the transformative power of Fieldguide's platform.
• • Your approach will be consultative and partner-oriented, positioning Fieldguide not merely as a software vendor, but as a crucial AI partner that empowers these firms to embrace technological advancements and redefine their service offerings.
• • In the unique landscape of the SMB sector, characterized by family-owned businesses and strong community ties, you will cultivate authentic, trust-based relationships, respecting their established legacies while guiding them toward embracing innovation and modernization.
• • Through meticulous discovery processes and a values-based selling methodology, you will articulate the tangible benefits of Fieldguide's platform, demonstrating how it can significantly enhance efficiency, drive modernization, and foster competitive differentiation.
• • You will be responsible for owning a defined list of key SMB accounts, managing the entire sales funnel from initial prospecting and lead qualification through to negotiation and successful closing of deals.
• • A core responsibility will be to consistently achieve and surpass ambitious revenue targets and other critical sales performance metrics, contributing directly to Fieldguide's expansion goals.
• • Building and maintaining robust, trust-based relationships with key decision-makers within target firms will be paramount. This involves acting as a thought leader, deeply understanding their unique business challenges and objectives, and strategically aligning Fieldguide's solutions to address these needs effectively.
• • You will be tasked with developing and executing comprehensive sales strategies tailored to your assigned territory and goals, with a strong emphasis on leveraging the MEDDICC sales methodology to ensure a structured and effective sales process.
• • Close collaboration with various internal teams, including Solutions Engineers, Finance, Product Management, and Marketing, will be essential to ensure a seamless and positive experience for prospects and clients, meeting their needs and expectations throughout the sales engagement.
• • Strategic planning will be a key component of your role, focusing on maximizing the market potential within your assigned territory through meticulous planning, insightful execution, and continuous adaptation.
• • You will be expected to deliver compelling and persuasive solution walkthroughs and product demonstrations, tailored to the specific insights uncovered during the discovery phase of each prospect interaction.
• • Taking ownership of the creation, ideation, and execution of comprehensive key account and territory plans will be crucial for sustained success and market penetration.
• • Maintaining exceptional diligence in CRM data entry, ensuring accurate sales forecasting, and fostering clear, consistent communication with internal stakeholders regarding your territory's performance and pipeline will be a daily requirement.
• • Active participation in industry networking events, conferences, and trade shows will be encouraged to build valuable relationships that can generate new business opportunities and enhance Fieldguide's market presence.
• • This role involves up to 30% regional and national travel to meet with clients, attend industry events, and foster strong professional relationships.
• • You will be empowered to manage complex, multi-stakeholder sales processes, engaging effectively with a diverse range of customer contacts from senior executives to day-to-day practitioners and technical teams, influencing decisions and driving significant organizational change.
• • A key aspect of your success will be your ability to independently manage the entire sales cycle, from initial outreach and qualification to complex negotiations and final deal closure, demonstrating strong autonomy and accountability.
• • You will be a vital contributor to a team-oriented selling environment, demonstrating adaptability, resourcefulness, and a willingness to mentor others as you help build and refine sales processes within a dynamic startup setting.