Account Executive, Mid-Market

About the role

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.

Key Responsibilities

• Own the full sales cycle
• Possess a quota and own your accounts for at least a year and expand them
• 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

About You

• Have 3–8 years of B2B sales experience with a track record of hitting quota
• Have sold a technical product into a professional services buyer before — or be confident you can learn the domain fast
• Be 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
• Want to be part of building something, not just running a motion someone else already figured out

Bonus

• If you have 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

Why This Role

• You’re not the 50th AE at a company that’s already figured everything out. You’re one of the first.
• 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.

About Meridian Pilot

Meridian Pilot spent 10 years building the software that powers its own bookkeeping operation — running it on thousands of clients, at software margins, with a fully US-based team. Meridian is that software, now available to other accounting firms.

The pitch is simple: every other tool reduces your time to close. Meridian eliminates it. The full month-end close — reconciliation, categorization, accruals, tick-and-tie — runs automatically. Controllers walk in on the first to review finished books, not build them. We’re early. The motion is being built right now. This is the role that builds it with us.

Why Pilot

• We invest in our employees’ development and happiness because our employees are the keys to our success and ensuring happy customers
• The opportunity to join a seasoned founding team that has led companies through two prior successful startups and acquisitions (by Oracle and Dropbox)
• Flexible vacation/time-off policy
• All federal holidays are observed
• Competitive benefits package including additional wellness benefits
• Parental leave for birthing or non-birthing parents – 100% pay for 12 weeks
• 401(k) plan

Pay

In New York, NY, the on-target earnings (OTE) range target for the role seniority described in this job description is $240k - $320k. Final offer amounts depend on multiple factors such as candidate experience and expertise, geographic location, total compensation, and market data.

Schedule

Full-time regular positions are eligible for equity, 401(k), health benefits, and other benefits; some of these benefits may be available for part-time or temporary positions.