SMB Account Executive

Fieldguide Inc.

Job Overview

Location

Salt Lake City, Utah

Job Type

Full-time

Full Job Description

📋 Description

• Own the full sales cycle for net new SMB accounts, from prospecting and discovery to negotiation and close, targeting CPA firms and audit/advisory practices across the U.S.
• Achieve and exceed quarterly and annual revenue targets by consistently closing deals within a defined territory focused on small and medium-sized businesses in the audit and assurance sector.
• Build trust-based, consultative relationships with key decision-makers at family-owned and community-oriented CPA firms, positioning Fieldguide as a strategic AI partner rather than a vendor.
• Leverage the MEDDICC sales methodology to qualify opportunities, map stakeholders, and navigate complex, multithreaded sales motions involving executives, practitioners, and technical teams.
• Develop and execute strategic account and territory plans to maximize market penetration and identify high-potential SMB targets within assigned regions.
• Conduct solution walkthroughs and demos tailored to prospect pain points, using insights gathered during deep discovery conversations to demonstrate efficiency gains and competitive differentiation.
• Collaborate cross-functionally with Solutions, Product, Marketing, Finance, and Customer Success teams to align on customer needs, ensure seamless handoffs, and support post-sale success.
• Maintain rigorous CRM hygiene, ensuring accurate forecasting, pipeline updates, and clear communication with internal stakeholders regarding deal progress and risks.
• Attend industry networking events, conferences, and trade shows to generate new leads, expand professional networks, and stay informed on trends in audit, privacy, and cybersecurity compliance.
• Travel up to 30% regionally and nationally to meet prospects, attend events, and support client engagements in person.
• Independently manage end-to-end sales processes without direct oversight, demonstrating resourcefulness, adaptability, and ownership in a fast-paced startup environment.
• Contribute to the evolution of Fieldguide’s sales processes by sharing feedback, refining playbooks, and mentoring peers in a team-oriented, collaborative culture.
• Embody Fieldguide’s core values—Fearless, Fast, Lovable, Owners, Win-win, and Inclusive—in all customer interactions and internal collaborations.

🎯 Requirements

• Proven experience as an Account Executive with a track record of exceeding quota in net new logo sales
• Experience selling to audit, advisory, or assurance firms is strongly preferred
• Demonstrated ability to manage complex, multithreaded sales cycles involving multiple stakeholders from executives to end-users
• Proficiency in applying MEDDICC or similar enterprise sales methodologies
• Strong project management skills with the ability to coordinate cross-functional teams and drive large deals to closure
• Willingness to relocate to or be within 50 miles of Salt Lake City, Utah

🏖️ Benefits

• Competitive compensation packages with meaningful ownership (equity)
• Flexible PTO
• 401k plan
• Wellness benefits starting on day one
• Technology and work-from-home reimbursement
• Flexible work schedules

Skills & Technologies

Remote

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Fieldguide Inc.

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About Fieldguide Inc.

Fieldguide builds AI workflow automation software for advisory and assurance firms, combining generative AI, large language models and no-code orchestration to digitize risk assessments, evidence collection, report writing and continuous monitoring across SOC 2, PCI-DSS, HIPAA, HITRUST, ISO 27001 and other compliance frameworks. The cloud platform unifies client portals, project management, collaboration and analytics so CPA, cybersecurity and risk-consulting teams can reduce manual tasks, accelerate audits and scale advisory services while maintaining security and quality standards for mid-market to enterprise clients.

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