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Founding Account Executive

1 month, 1 week ago
United States
Full-time
Lead
Account Executive
Sales and Business Development
CRM ERP NetSuite
Apply Now
Pine Services Group

Pine Services Group

Pine Services Group supports top software partners and ISVs internationally by preserving their legacy and accelerating sustainable growth.

Internet Software & Services
View All Jobs 18

Description

  • Self-source every deal through cold outreach, networking, events, referrals, and existing relationships.
  • Build and maintain a qualified pipeline with consistent coverage.
  • Own the full sales cycle from prospecting and discovery through demos, proposals, negotiations, close, and handoff.
  • Target CFOs, VPs of Finance, and Controllers at mid-market companies with 20–500 employees.
  • Partner with the CEO and Lead Consultant on discovery calls and demos to build trust and win business.
  • Manage procurement, negotiations, and statement of work execution to close deals.
  • Surface market intelligence on competitors, pricing, packaging, and services to inform go-to-market decisions.
  • Build a repeatable sales process that a second AE could follow, including ICP learnings, outreach templates, demo scripts, objection handling, and accurate CRM data.
  • Ramp quickly on the product, begin outbound prospecting by Week 2, generate 15+ qualified opportunities by Day 60, and close the first deal by Day 90.

Requirements

  • Proven track record as a top-performing, quota-carrying individual contributor at a startup or growth-stage company.
  • Experience selling to finance leaders such as CFOs, VPs of Finance, and Controllers at mid-market companies.
  • Ability to speak fluently about finance and accounting concepts such as close process, GL, AP/AR, and revenue recognition.
  • Understanding of why companies outgrow QuickBooks or migrate off NetSuite.
  • Strong hunter mentality with the ability to self-source pipeline without inbound leads or SDR support.
  • Existing network of warm relationships with finance buyers that can be activated from Day 1.
  • Full-cycle sales ownership experience with no handoffs between prospecting and close.
  • Ability to build process where none exists and deliver results without a playbook.
  • High integrity, with a consultative, buyer-first approach and accurate expectation-setting.
  • Coachability and curiosity, with a habit of seeking feedback, iterating on messaging, and learning from lost deals.
  • Background in accounting, finance operations, or ERP systems is preferred.
  • Experience selling AI-native or cloud-native financial software is preferred.
  • Familiarity with the mid-market ERP landscape, including Rillet, NetSuite, Sage Intacct, or QuickBooks Enterprise, is preferred.
  • Prior experience as a founding sales hire or early sales hire is preferred.

Benefits

  • Competitive salary with performance-based incentives.
  • Uncapped commission with a 50/50 base/commission split and total compensation of $100,000–$200,000 per year.
  • Comprehensive health benefits.
  • Flexible remote work with opportunities for in-person collaboration.
  • Direct exposure to senior leadership and the full consulting lifecycle.
  • Opportunity to help build a growing practice from an early team position.
  • Small, collaborative team culture focused on high-quality work and long-term client relationships.

Interested in this position?

Apply directly on the company website

Apply Now

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