Solutions Engineer

Job description

## About Meridian Meridian is the AI operating system for accounting firms. It runs the month-end close across a firm’s entire client portfolio, including categorization, reconciliation, exception handling, and financial statement preparation. The firm’s accountants open finished books, review the work, and spend their time on advisory instead of transaction cleanup. Meridian is built on the platform Pilot has run in production since 2017. That platform has closed 199,000 months of books across more than 8,000 businesses. It sits on top of a firm’s existing ledger rather than replacing it, so there is no migration, no lock-in, and client data stays in the firm’s environment. Our only customers are accounting firms, which means the people we sell to are accountants. We are looking for someone who has done their job. ## About The Role As a Solutions Engineer, you are the accounting and technical authority in every Meridian sales cycle. You will partner with Account Executives on discovery calls with key accounting firm stakeholders, run product demos, lead Proof of Concepts using Meridian software to close prospective firm’s real client books, and stay with the account through implementation and its first close on Meridian as a customer. Our buyers have spent their careers in the close. They will ask how Meridian handles a deferred revenue schedule, what happens to an intercompany elimination, how firm-level preferences interact with client-level overrides, and what the review layer shows them before anything reaches a client. Answering those questions credibly, in the moment and from experience, is the core of the job. You will have a variable incentive plan tied to the performance of the Account Executives you support. This is an early team. Much of the structure for how Meridian sells technically has not been built yet, and you will have a real hand in shaping it. ## **What you’ll do** - **Partner with Account Executives** across qualification, technical discovery, demo, evaluation, and close, working toward shared revenue targets. - **Support discovery with client leadership** to understand how a firm runs its close today, where capacity breaks down, what its portfolio mix looks like, and which ledgers and tools it has standardized on. - **Run proof of concepts.** You will scope success criteria with the firm, configure the environment against their real client data, run a live close, and walk the firm’s team through what the product did and the reasoning behind it. - **Own the accounting answer in the room,** covering revenue recognition, multi-entity consolidation, accrual and cash basis, chart of accounts conventions, close cutoffs, and clearing accounts. - **Handle technical due diligence** on ledger connectivity, supported integrations, data flows, permissions, firm and client-level configuration, and security and IT questionnaires. - **Support implementation rollouts** after signature by onboarding the firm’s client portfolio, configuring firm standards and client-level overrides, and getting the team through a successful first close. - **Build reusable assets** for the broader team, including demo environments, proof of concept scoping templates, objection handling guidance, and enablement material. - **Bring structured feedback from the field** back to Product so the roadmap reflects what firms are actually blocked on. ## **What You’ll Bring** - **3 to 5 years of public accounting experience** in audit, assurance, tax, or client accounting services. You have either closed books or reviewed them and you know what a messy client looks like. - **Command of the month-end close,** including categorization, reconciliations, accruals, financial statement preparation, and the judgment calls that have no obvious right answer. - **Credibility with firm leadership.** Managing partners, firm controllers, and practice leads should come out of a call confident that you understand their work. - **Hands-on experience with QuickBooks Online, Xero, or comparable ledgers,** along with a working knowledge of the tools around them. - **Clear communication.** You can explain a technical or accounting concept to a skeptical partner in one meeting and to their IT lead in the next. - **Structured problem solving and strong attention to detail.** You break ambiguous problems into repeatable steps. - **Comfort with ambiguity,** a fast-moving product, and an environment where you will help build the process as you go. ## **Nice To Have** - Sales, pre-sales, solutions consulting, or customer-facing implementation experience. This one is genuinely optional. We would rather teach the sales motion to a strong accountant than teach accounting to a strong seller. - CPA, active or inactive. - Experience at a firm that has evaluated or deployed automation or AI tooling in its close process. - Early-stage startup experience. - Experience running onboarding or implementations for accounting software. ## **Why This Role** - You’re not the 50th hire at a company that’s already figured everything out. You’re one of the first. That has real upside. - 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, 4,000+ 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 Pilot Pilot launched in 2017 to bring the back office into the modern era. Pilot provides small businesses with dedicated finance experts - which Pilot hires as full-time, U.S.-based employees - who learn the ins-and-outs of their business. Pilot integrates directly with the billing, banking, expense, and payroll systems customers already use. With a special blend of custom software and expert bookkeepers, Pilot delivers accurate, consistent bookkeeping and financial management and tax services that give entrepreneurs the freedom to focus on their business. Pilot has over 3,000 customers and has raised over $170 million in financing from Sequoia, Index Ventures, Stripe, Bezos Expeditions, and Whale Rock. Our investors also include a long list of world-class entrepreneurs, including Patrick and John Collison, Drew Houston, and Diane Greene. Our most recent funding round doubled our valuation to $1.2 billion – [Meet Fintech’s Newest Unicorn](https://pilot.com/blog/pilot-unicorn-bezos-expeditions-whale-rock/). ## 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 The on-target earnings (OTE) range target for the role seniority described in this job description is $180k - $210k in New York, NY (base pay is 75% of OTE; variable component tied to the performance of the Account Executives and territory you support). Final offer amounts depend on multiple factors such as candidate experience and expertise, geographic location, total compensation, and market data. In addition to cash pay, 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. Pilot commits to provide a work environment free of discrimination and harassment, as well as equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. You may view all of Pilot’s [recruiting notices here](https://pilot.com/recruiting-notices), including our EEO policy, information about requesting a reasonable accommodation in the job application process, recruitment agency policy, recruitment scam notice, and important E-Verify information. You may view our job candidate privacy policy [here](https://pilot.com/terms/privacy-job-candidate). ##