Account Executive, Pilot

• The profile we’re hiring for is specific
• . You’re probably 3–8 years into your career
• You’ve closed real deals against real quotas
• You know what it feels like to have a pipeline problem and fix it yourself
• You’re not waiting for leads to show up — you go get them
• You don’t need to have sold to accounting firms before, but if you have, that’s a meaningful edge
• The buyer is sophisticated and the sales cycle is long enough that domain fluency pays off fast
• You have 3–8 years of B2B sales experience with a track record of hitting quota
• You’ve sold a technical product into a professional services buyer before — or you’re confident you can learn the domain fast
• You’re comfortable running a long, consultative sales cycle — our evaluations run 2–3 months, not a 30-day free trial
• You write well and communicate clearly. Most of your first impressions happen over email or LinkedIn
• You’re the kind of person who updates Salesforce because you actually want to know what’s in your pipeline, not because someone tells you to
• You want to be part of building something, not just running a motion someone else already figured out

Desirable

• You’ll own a territory of outsourced accounting firms, CPA firms, and fractional CFO shops — the kinds of firms that live and die by the quality of their month-end close
• Your job is to get them in the door, run a rigorous evaluation, and close them into a full Meridian engagement
• This isn’t a post-PMF, run-the-playbook sales job
• The playbook is still being written
• You’ll be talking to firm founders, managing directors, controllers, and heads of technology — senior buyers who have seen every AI pitch and aren’t impressed by any of them
• What impresses them is knowing what you’re talking about and having proof behind it
• We have both
• You’ll carry a quota
• You’ll own your accounts for at least a year and expand them. You’ll be accountable for revenue, not just activity
• Own the full sales cycle:
• Prospect and build your own pipeline through outbound, network, and inbound leads
• Run discovery calls, demos, and evaluation kickoffs with firm leadership and their teams
• Manage active client evaluations — weekly syncs, implementation support, tracking toward success metrics
• Close new logos and expand accounts over time as firms roll out Meridian to more clients
• Know the product and the buyer:
• Get deep on how Meridian works — the close process, the QBO integration, the agent workflows
• Understand the economics of running an accounting firm well enough to have a real conversation with a founder about margins
• Build relationships across the firm — founders, MDs, heads of tech, controllers. Multi-thread every account
• Build the motion with us:
• Feed back what you’re hearing in the market — objections, competitive intel, what’s resonating
• Help sharpen the playbook as it’s being built
• Work closely with our implementation team to make client evaluations successful and convert
• Why This Role:
• You’re not the 50th AE at a company that’s already figured everything out. You’re one of the first. That has real upside
• The product has 10 years of proof behind it. You’re not selling vapor. You’re selling something that runs on thousands of real clients right now
• The competitive line is clean: every other tool reduces time to close. Meridian eliminates it. That’s a conversation worth having
• Pilot has $170M raised, 3,000+ customers, and investors including Sequoia, Index, and Stripe. The foundation is real
• You’ll be part of building a channel that doesn’t exist yet. If it works — and we think it will — you’ll have built it