Account Executive, Mid-Market

Pilot.com•New York, NY

7d•$240,000 - $320,000•Remote

About The Position

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.

Requirements

3–8 years of B2B sales experience with a track record of hitting quota
Sold a technical product into a professional services buyer before — or you’re confident you can learn the domain fast
Comfortable running a long, consultative sales cycle — our evaluations run 2–3 months, not a 30-day free trial
Write well and communicate clearly. Most of your first impressions happen over email or LinkedIn.
Updates Salesforce because you actually want to know what’s in your pipeline, not because someone tells you to
Want to be part of building something, not just running a motion someone else already figured out

Nice To Haves

Sold to accounting firms, CPA firms, or professional services buyers
Experience at a fintech or accounting software company
Worked at an early-stage company before and know what ‘figuring it out’ actually looks like

Responsibilities

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
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.
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