Account Executive, Mid-Market

About the Company

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.

Pilot launched in 2017 to bring the back office into the modern era. Pilot provides small businesses with dedicated finance experts — hired as full-time, U.S.-based employees — who learn the ins-and-outs of their business. Pilot integrates directly with billing, banking, expense, and payroll systems customers already use. With custom software and expert bookkeepers, Pilot delivers accurate, consistent bookkeeping and financial management and tax services. Pilot has over 3,000 customers and has raised over $170 million in financing from Sequoia, Index Ventures, Stripe, Bezos Expeditions, and Whale Rock.

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.

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.

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 real conversations with founders 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.

Qualifications

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.

• 3–8 years of B2B sales experience with a track record of hitting quota.
• Experience selling a technical product into a professional services buyer — or confidence you can learn the domain fast.
• Comfortable running a long, consultative sales cycle — evaluations run 2–3 months, not a 30-day free trial.
• Strong written communication skills. Most first impressions happen over email or LinkedIn.
• Proactively update Salesforce because you want to know what’s in your pipeline, not because someone tells you to.
• Desire 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 one of the first AEs, not the 50th. That has real upside.
• The product has 10 years of proof behind it. 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.
• 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, you’ll have built it.

Benefits

• Flexible vacation/time-off policy.
• All federal holidays observed.
• Competitive benefits package including additional wellness benefits.
• Parental leave for birthing or non-birthing parents — 100% pay for 12 weeks.
• 401(k) plan.
• Equity for full-time regular positions.

Pay

The on-target earnings (OTE) range target for this role is $204k - $272k in Austin, TX (base pay is 50% of OTE). Final offer amounts depend on candidate experience, expertise, geographic location, total compensation, and market data.