Mid-Market Account Executive

Spectrum Search; New York (NY); On-site; USD 100,000 - 140,000; Full time

Job summary

Spectrum Search is partnered with a well-backed, early-stage AI software company helping finance teams automate complex accounting workflows.

As the sales team expands, this full-time position offers the opportunity to own mid-market customer relationships and help shape the company’s go-to-market approach. The role combines consultative selling, detailed financial discovery and direct engagement with senior finance decision-makers.

Qualifications

• Strong accounting knowledge and finance workflows.

Responsibilities

• Own multi-month sales cycles with mid-market organisations, managing stakeholders and maintaining clear next steps.

Skills

Accounting knowledge

ASC 606

Revenue recognition

Stakeholder management

Sales discovery

Territory planning

Forecasting

Education

Certified Public Accountant (CPA)

Tools

NetSuite

QuickBooks

Sage Intacct

Workday

SAP

Job description

Spectrum Search is partnered with a well-backed, early-stage AI software company helping finance teams automate complex accounting workflows. This opportunity suits a commercially minded finance professional or software seller who can build credibility with CFOs and Controllers and translate technical accounting challenges into a clear business case.

About the opportunity

The company develops AI software that works alongside existing finance systems to reduce manual work across revenue recognition, reconciliation, cash management, reporting and month-end close.

As the sales team expands, this full-time position offers the opportunity to own mid-market customer relationships and help shape the company’s go-to-market approach. The role combines consultative selling, detailed financial discovery and direct engagement with senior finance decision-makers.

The role

The Mid-Market Account Executive will manage the full sales cycle, from qualification and discovery through to negotiation and close.

Working with CFOs, Controllers and other finance leaders, the successful candidate will understand existing processes, identify operational challenges and explain where automation can deliver measurable value. Dedicated business development representative support and referral opportunities will contribute to pipeline generation.

Key responsibilities

• Own multi-month sales cycles with mid-market organisations, managing stakeholders and maintaining clear next steps.
• Lead detailed discovery across revenue recognition, month-end close, cash management and reconciliation.
• Translate accounting challenges into compelling commercial proposals and business cases.
• Build trusted relationships with senior finance stakeholders and guide buying decisions.
• Manage opportunities generated through business development activity and referrals.
• Maintain disciplined qualification, pipeline management and forecasting.
• Contribute to sales messaging, qualification criteria and the wider sales process as the team grows.
• Take ownership of territory planning, ramp objectives and individual sales performance.

Essential requirements

• Strong knowledge of accounting and finance workflows, gained through practical finance experience or consultative sales of accounting or financial technology software.
• Ability to discuss revenue recognition, including ASC 606, reconciliation and month-end close confidently with finance leaders.
• Commercial judgement and the ability to connect operational challenges with measurable business outcomes.
• Clear, engaging communication and the ability to establish trust with senior stakeholders.
• Ability to manage a structured sales process involving multiple decision-makers.
• Readiness to contribute to an early-stage sales team and take ownership of individual performance.

Nice-to-haves

• Certified Public Accountant qualification, particularly alongside a transition into software sales.
• Big Four audit experience followed by an in-house accounting or finance role.
• Experience closing complex mid-market software agreements.
• Familiarity with enterprise resource planning systems and financial software such as NetSuite, QuickBooks, Sage Intacct, Workday or SAP.

Location and remote setup

The primary location is New York, with office attendance expected five days per week. Three to four days may be considered for regional commuters. Candidates willing to relocate can also be considered.