Mid-Market Account Executive

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 Bessemer Venture Partners, 8VC, Y Combinator, Floodgate, Elad Gil, Justin Kan, Qasar Younis, Eric Ries, 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 eliminating 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:

The Mid-Market Account Executive is responsible for selling Fieldguide's AI Advisory & Audit Cloud solutions as we expand into new territories this year. The Mid-Market Account Executive will be prospecting, identifying, and converting new business development opportunities for net new mid-market accounts. Their task is to create a pipeline for new customers, accurately forecast their anticipated close dates, and win those opportunities to increase our overall customer accounts. The Mid-Market Account Executive will need to be able to comprehend a prospect’s business needs, understand their pain points, and uncover their goals in order to successfully propose a solution. This position will report to the Senior Sales Manager.

What You’ll Do:

• Hit quota and exceed annual sales targets

• Engage with executive-level prospects to position Fieldguide's strategic value proposition and drive the deal to closure. Typical personas would include CEOs, Managing Partners, Partners, and Directors

• Develop and implement sales strategies aligned to goals and targets by leveraging MEDDICC sales methodology

• Set sales direction for overall sales growth to maximize market potential through your strategic approach to your assigned territory.

• Present a compelling walkthrough of Fieldguide's solution to prospects using the information uncovered in the discovery phase

• Build a relationship as a trusted advisor through providing thought leadership to target accounts

• Attend networking events and conferences to build relationships that will create new business opportunities.

• Up to 30% regional and national travel

About You:

• Strong executive presence - very comfortable with C-level executives, especially Managing Partners, Partners, and Directors

• Cybesecurity audit experience and knowledge are a plus.

• Ability to negotiate pricing with a focus on retaining value

• Proven ability to articulate the distinct aspects of product(s) and services and position them against competitors

• Ability to uncover client pain points and develop unique and compelling value propositions that focus on delivering value to the client

• Assertive, engaging, passionate, consultative, loves to compete and win

• Great at building relationships and working within a team-selling environment

• Excellent listening, negotiation, and presentation skills

• Must be able to work in a fast-paced and rapidly changing environment

• Bachelor’s degree or equivalent experience required

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

• Unlimited PTO

• 401k

• Wellness benefits, including a bundle of free therapy sessions

• Technology & Work from Home reimbursement

• Flexible work schedules