Enterprise Account Executive, Fieldguide

• Deep experience in public sector buying environment, including federal, state, local, and higher education
• 5+ years of sales experience as an Account Executive, with a focus on net new logos and a proven track record of exceeding quota
• Experience selling complex software solutions that drive organization-wide transformation, managing complex, multithreaded sales processes involving stakeholders from executives to day-to-day product users
• Comfortable building in ambiguity: this is a startup environment and a brand-new motion for the company, so flexibility and resourcefulness matter more than a rigid, pre-defined plan
• Strong project management skills, with the ability to coordinate stakeholders and drive large, complex deals across the finish line
• Capacity to engage deeply and broadly across an account, including executives, practitioners, and technical teams, to influence stakeholders and drive meaningful change
• Team player who collaborates effectively across internal teams (Solutions, BDRs, Finance, Product, Marketing, Customer Success, etc.)
• Motivated by building sales processes in a rapidly changing startup and being part of a team-oriented selling environment, demonstrating adaptability, resourcefulness, and mentorship

Desirable

• As an Enterprise Account Executive, Public Sector, you will own the full sales cycle for Fieldguide's Internal Audit AI platform within government and public sector organizations
• This is a first-of-its-kind, greenfield role: you'll be building the public sector go-to-market from the ground up
• Fieldguide is uniquely positioned as the only platform on the market that supports both financial statement/external-audit-style work and operational audits in a single instance, a major differentiator for public sector audit organizations, which are responsible for both
• The initial focus will be federal, with plans to grow into state, local, and higher education as we scale
• You'll play a foundational role in shaping that expansion, from territory strategy to messaging to which markets we pursue next
• Using a consultative, partner-driven approach, you'll guide these organizations through a meaningful shift in how internal audit functions operate, positioning Fieldguide not just as a software solution, but as a strategic AI partner that modernizes workflows, expands audit coverage, and elevates the strategic impact of these teams
• This role reports to the Director of Sales, Corporate Internal Audit
• Own and build out Fieldguide's public sector territory, starting with a federal focus and expanding into state, local, and higher education over time
• Oversee the full sales cycle from prospecting to close across a greenfield account base
• Achieve and exceed revenue targets and key sales metrics
• Understand and navigate public sector-specific buying cycles and contract vehicles
• Build strong, trust-based relationships with key decision-makers, including procurement end users such as Inspector Generals, Comptrollers, and audit directors, providing thought leadership and aligning Fieldguide's solutions to their needs
• Develop and implement sales strategies aligned with goals and targets by leveraging the MEDDICC sales methodology
• Collaborate cross-functionally with teams including Solutions, Finance, Product, and Marketing to ensure customer needs and expectations are met throughout the sales process
• Help refine and evolve go-to-market strategy, messaging, and talk tracks as the public sector practice matures: this is a build-and-shape role, not a "run the existing playbook" role
• Set strategic direction to maximize market potential within your assigned territory through effective planning and execution
• Attend networking events, conferences, and partner-driven marketing opportunities to build relationships that generate new business
• Up to 30% regional and national travel