Enterprise Account Executive, Public Sector

Job description

About Us: Fieldguide is establishing a new state of trust for global commerce and capital markets through automating and streamlining the work of assurance and audit practitioners specifically within cybersecurity, privacy, and ESG (Environmental, Social, Governance). Put simply, we build software for the people who enable trust between businesses. We’re based in San Francisco, CA, but built as a remote-first company that enables you to do your best work from anywhere. We're backed by top investors including Bessemer Venture Partners, 8VC, Floodgate, Y Combinator, DNX Ventures, Global Founders Capital, Justin Kan, Elad Gil, and more. We value diversity — in backgrounds and in experiences. We need people from all backgrounds and walks of life to help build the future of audit and advisory. Fieldguide’s team is inclusive, driven, humble and supportive. We are deliberate and self-reflective about the kind of team and culture that we are building, seeking teammates that are not only strong in their own aptitudes but care deeply about supporting each other's growth. As an early stage start-up employee, you’ll have the opportunity to build out the future of business trust. We make audit practitioners’ lives easier by eliminating up to 50% of their work and giving them better work-life balance. If you share our values and enthusiasm for building a great culture and product, you will find a home at Fieldguide. About the Role 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, and is fully remote within the United States. Up to 30% travel is required. What You'll Do - 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. About You - 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. Bonus Points: - Experience working for and/or selling directly to audit, advisory, or assurance firms. - Experience engaging procurement, audit leadership, and other operational and technical stakeholders. More about Fieldguide: Fieldguide is a values-based company. Our values are: - Fearless - Inspire & break down seemingly impossible walls. - Fast - Launch fast with excellence, iterate to perfection. - Lovable - Deliver happiness & 11 star experiences. - Owners - Execute & run the business with ownership. - Win-win - Create mutual value & earn trust for life. - Inclusive - Scale the best ideas with inclusive teams. Some of our benefits include: - Competitive compensation packages with meaningful ownership - Flexible PTO - 401k - Wellness benefits, including a bundle of free therapy sessions - Technology & Work from Home reimbursement - Flexible work schedules