Account Executive

About the role

You will build and own the end-to-end sales motion for our flagship AI-native ERP platform, acting as the primary strategic partner for finance leaders. You will translate complex product capabilities into clear business value, driving adoption across revenue recognition, multi-entity consolidation, and investor reporting workflows. You will internalize Rillet's mission and independently design strategies that exceed managerial expectations in speed, quality, and creativity. You will serve as the critical link between customer needs and our product vision, ensuring every interaction reinforces trust and long-term partnerships. You will leverage deep process knowledge to tailor outreach and positioning for companies ranging from Series A startups to public enterprises. You will act as an AI and accounting domain expert, educating stakeholders on how modern automation enables zero-day close and real-time financial clarity. You will collaborate closely with product and engineering to ensure frontline insights directly shape the evolution of our platform.

Key facts

What you'll do

• Build the GTM playbook by refining our process methodology, running message tests, performing ROI comparison analyses, experimenting to discover new channels, and doubling down on high-impact activities.
• Execute relentlessly by working cross-functionally to deliver near real-time prospect feedback to founders and product teams, performing strategic personalized outreach to priority accounts, and driving opportunities from SQL to signed deal.
• Represent Rillet as the face of the company by applying high customer empathy and structured problem-solving to ensure every prospect interaction is exceptional, even when selling to users with deep finance and accounting expertise.
• Own the end-to-end deal lifecycle by building pipeline, quantifying business value, and driving measurable ROI for clients through strategic account planning and tailored solution demonstrations.
• Simplify complex AI and accounting concepts into clear narratives that earn executive sponsorship, accelerate sales cycles, and position Rillet as the trusted partner for finance transformation.
• Partner with product and engineering teams by delivering actionable feedback from customer interactions to refine product features, onboarding, and adoption strategies.
• Drive adoption of core modules such as revenue recognition, multi-entity consolidation, and investor reporting by aligning solution capabilities with specific client outcomes and compliance requirements.
• Operate with extreme speed and flexibility by rapidly adjusting playbooks, experimenting with new channels, and thriving in ambiguous, fast-paced environments without waiting for instructions.
• Maintain rigorous pipeline management and forecasting discipline, ensuring transparency across the sales funnel and proactive risk mitigation for stalled opportunities.
• Champion customer success by ensuring smooth evaluations, deployments, and ongoing adoption of AI-powered features that deliver continuous close and real-time financial clarity.
• Collaborate with customer success and implementation teams to ensure seamless onboarding, reducing time-to-value and reinforcing long-term retention.
• Contribute to the creation of sales tools, battle cards, and ROI frameworks that empower the broader organization to win at scale.

Requirements

• 4-5+ years of AE experience at a top-tier SaaS startup, with a track record of driving complex, multi-threaded deals from discovery to close in a fast-paced environment.
• Exceptional communicator and relationship builder who simplifies complex concepts, earns executive sponsorship, and champions customer success with empathy and precision.
• Proactive self-starter who hustles beyond core responsibilities, drives initiatives independently, and thrives in dynamic, ambiguous, and high-velocity settings.
• Trusted product expert and customer advocate who guides clients through evaluations, deployments, and adoption of AI solutions with patience and clarity.
• Strategic operator who builds sustainable pipeline, quantifies business value, and drives measurable ROI while maintaining disciplined forecasting and pipeline hygiene.
• Detail-oriented collaborator who delivers actionable feedback to internal teams, contributing to product improvements and process optimization.
• Comfortable operating with deep finance and accounting expertise while demonstrating a strong grasp of AI-powered automation and its practical applications.
• Able to travel domestically for customer meetings, industry events, and prospecting as needed within the United States.
• Must be eligible to work in the United States without sponsorship, with current authorization to accept employment in the United States.
• Must reside in a state where Rillet is currently authorized to conduct business, which may include but is not limited to New York and California.

Nice to have

• Prior experience selling AI-powered SaaS platforms to finance and accounting teams.
• Demonstrated success managing enterprise-level stakeholders and influencing without direct authority.
• Background working with regulated industries such as fintech, healthcare, or public company reporting environments.
• Familiarity with ERP systems, revenue recognition standards, and multi-entity consolidation processes.
• Experience building and iterating on sales playbooks, messaging frameworks, and competitive intelligence.

Practical notes

• Office-based team members work in person Tuesdays and Thursdays, plus one additional flexible day.
• Certain roles may require more in-office time based on the needs of the function.
• Remote candidates must be based anywhere in the United States.
• Domestic travel may be required for customer meetings, events, and prospecting activities.
• This role requires authorization to work in the United States without sponsorship.
• Candidates must reside in a state where Rillet is authorized to conduct business.
• No specific hours are stated, but the role operates within standard business expectations for full-time positions.