Enterprise AE

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 ESG (Environmental, Social, Governance). Put simply, we build software for the people who enable trust between businesses. 

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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 8VC, Floodgate, Y Combinator, DNX Ventures, Global Founders Capital, Justin Kan, 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.

The role 

As Enterprise Account Executive, you will be an integral, early member of our go-to-market (GTM) team, working directly with our VP of Sales to make significant impacts in building our sales function. 

You will extend beyond traditional Account Executive boundaries and own the sales cycle from lead to close. You will guide prospective customers through the sales process, and work closely with our customer success team to ensure a seamless handoff in the new customer experience.

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What You’ll Do:

• Build trust with prospects. Build credibility and advise customer prospects through buying decisions and internal business cases. You must be able to anticipate and prepare for objections.

• Guide deals end-to-end. Run sales calls with presentations and product demos. Manage expectations/timeline with stakeholders. Sell on value and ROI as well as technical functionality.

• Source new business. Drive outbound efforts and execute on cross/up-selling existing opportunities. Partner closely with leadership to identify and source net new leads. 

• Be a Fieldguide expert. Build expertise across the Fieldguide platform and keep a pulse on where the product roadmap is headed. Understand the industry we operate in, the factors spurring tech advancement, and our competitor landscape.

• Improve and iterate continuously. Partner with VP of Sales to iterate on sales motion, processes, infrastructure, and collateral. Gain understanding of service lines and personas and refine efficiency of our sales playbook.

• Make the perfect handoff. Work closely with the Customer Success & Onboarding team to ensure a smooth onboarding experience for all new customers.

About You:

• You are a team player, and you are mission-first. You’re joining a hard-working team that trusts each other deeply. We won’t compromise on this.

• Hands on Enterprise sales experience selling software/SaaS solutions and closing contracts to large organizations. 4-6 years of experience with potential to grow into a sales management role. You have experience delivering compelling business cases to C-suite executives and maintain the poise necessary to sign deals with them. 

• Intrinsically motivated to exceed goals, with proven track record of exceeding sales and quotas. You don’t get intimidated, but rather get excited by ambitious goals.

• Obsessed with closing deals and bringing new customers to Fieldguide and selling our vision. You are a closer, plain and simple.

• Undeniable executive presence with acute attention to what to say, and perhaps more importantly, how to say it. You have excellent speaking and presentation skills and a unique savviness for networking in complex business situations.

• Sales process and infrastructure experience, including excellent working knowledge of at least one leading CRM (Salesforce, Hubspot, etc).

• Deep industry knowledge of assurance and advisory services , preferably with exposure to cybersecurity or regulatory standards.

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

Fieldguide’s Total Rewards philosophy is to ensure fair, unbiased compensation and fair pay along with competitive benefits in all locations in which we operate. Across all US locations, the base salary range for this full-time position is $100,000 + sales commission plus eligibility for equity. Our salary ranges are determined by role, level and location, and our job titles may span more than one career level. The actual base pay for the successful candidate in this role is dependent upon many factors such as location, transferable or job-related skills, work experience, relevant training/certifications, business needs, and market demands. The base salary range is subject to change and may be modified in the future.