Account Executive

About the role

The team manages full sales cycles for complex B2B software with accounting firms, handling prospecting, negotiation, and closure while coordinating with customer success and technical partners. The role defines and evolves the sales playbook and mentors future sellers as the go-to-market organization grows, targeting executive relationships across industries. You will own the end-to-end commercial engagement from initial hypothesis to signed agreement, ensuring that every interaction advances the strategic priorities of the firm. This position requires you to act as the primary commercial strategist for key accounts, translating their operational challenges into structured solution narratives. You will refine the motion of the business by testing, measuring, and iterating on the behaviors that drive predictable pipeline creation. Success in this role is defined by your ability to build trust at the executive level while rigorously managing a multi-threaded sales process. You will be expected to balance independent execution with cross-functional collaboration, aligning product, delivery, and leadership around a coherent value proposition.

Key facts

What you'll do

You conduct in-depth discovery with accounting firms to map end-to-end workflows and design solutions that address specific operational pain points. You translate nuanced business problems into clearly defined use cases, documenting how the solution aligns with client objectives and success metrics. Solutions are delivered through detailed business plans that align product capabilities with firm targets, budgets, and compliance requirements. You architect value-based selling narratives that connect product features to quantifiable outcomes such as efficiency gains, risk reduction, and cost avoidance. You negotiate contract terms and pricing across multiple stakeholders to secure mutually beneficial agreements that advance firm revenue goals. Executive relationships are built and maintained with C-suite leaders to align strategic priorities, identify new use cases, and expand engagement within firm portfolios. You own the forecasting and pipeline management process, providing transparent, data-driven updates that enable proactive decision making by leadership. You document and standardize successful selling patterns into playbooks that guide team behavior and improve conversion rates across similar engagements. You evaluate and coach prospective sellers on methodology, objection handling, and stakeholder mapping to strengthen the pipeline and readiness of the GTM team. You collaborate closely with customer success and technical partners to ensure seamless onboarding, adoption, and expansion opportunities post-sale.

Requirements

You hold 3+ years of quota-carrying sales experience selling complex B2B software in mid-market or enterprise segments within accounting and finance contexts. You demonstrate a proven track record of success, with recognition such as President's Club or equivalent performance honors. You possess a Bachelor's degree or equivalent practical experience that demonstrates sustained professional development. You build enterprise relationships by engaging finance and executive decision makers, aligning solutions with firm strategy and regulatory constraints. You maintain availability for in-office work in Manhattan 5 days per week to support collaboration and on-site customer visits. You are comfortable operating in a fast-moving growth environment where priorities evolve quickly and agility is essential. You adhere to a structured sales methodology, following defined stages, checkpoints, and documentation standards with discipline. You use data and qualitative insights to iterate on your approach, adjusting tactics based on win/loss patterns and stakeholder feedback. You communicate with clarity and professionalism, representing the brand with integrity in all interactions with clients and partners. You comply with company policies, legal requirements, and ethical standards in all selling activities.

Nice to have

You bring finance experience in accounting, FP&A, investment banking, private equity, or venture capital to understand client decision drivers. You have sold accounting or finance software into the office of the CFO, navigating procurement and executive sponsorship. You have startup experience during scale phases, adapting sales approaches in fast-growth, resource-constrained environments.

Practical notes

This role requires in-office presence in the Manhattan office several days per week and involves significant travel to customer sites and partner meetings as needed.

Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

Sales roles often combine quota carrying with mentoring and process design, requiring balanced ownership of execution and team development. Success depends on executive communication, structured problem solving, and adaptability to fast-moving growth environments. Common tools include CRMs, analytics platforms, and collaboration suites that organize outreach, track pipeline, and support data-driven decisions.