Enterprise Account Executive, Public Sector

Fieldguide

United States

Remote

USD 150,000 - 230,000

Full time

14 days+

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Benefits offered by this job

Ownership

Flexible PTO

401k

Wellness benefits

Work-from-Home reimbursement

Flexible work schedules

Job summary

Fieldguide, a remote-first startup in San Francisco, is hiring an Enterprise Account Executive for the Public Sector to lead the full sales cycle for the Internal Audit AI platform across federal agencies, with expansion to state and local governments and higher education.

You will drive strategic territory plans, engage procurement stakeholders, and partner with Solutions, Finance, Product, and Marketing to deliver value and accelerate public sector adoption of Fieldguide's platform.

Qualifications

Deep experience in public sector buying environment (federal, state, local, higher education).
5+ years of sales as an Account Executive with net new logos and quota attainment.
Experience selling complex software solutions that drive organization-wide transformation.
Comfortable building in ambiguity in a startup context with flexibility and resourcefulness.
Strong project management skills coordinating stakeholders and driving large deals.
Ability to engage executives, practitioners, and technical teams to influence outcomes.
Team player who collaborates across Solutions, Finance, Product, Marketing, Customer Success, etc.
Motivated by building sales processes in a rapidly changing startup and being part of a team-oriented environment.

Responsibilities

Own and build Fieldguide's public sector territory with federal focus and expansion to state, local, and higher education.
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 buying cycles and contract vehicles.
Build trust-based relationships with procurement end users (e.g., Inspector Generals, Comptrollers, audit directors).
Develop and implement sales strategies leveraging MEDDICC methodology.
Collaborate cross-functionally with Solutions, Finance, Product, and Marketing to meet customer needs.
Refine go-to-market strategy as the public sector practice matures.
Set strategic direction to maximize market potential in assigned territory.
Attend networking events and conferences to build relationships that generate new business.
Up to 30% travel.

Skills

Public sector sales

Account executive

Complex software sales

Ambiguity tolerance

Project management

Stakeholder engagement

Cross-functional collaboration

Startup mindset

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: