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Pilot has spent 10 years building Meridian, accounting software that powers its own bookkeeping operation at software margins with a fully US-based team. Meridian automates the entire month-end close process — reconciliation, categorization, accruals, and tick-and-tie — eliminating manual work that traditionally takes weeks. Controllers can now review finished books on the first of the month rather than building them.
As a Founding Account Executive, you'll own a territory of outsourced accounting firms, CPA firms, and fractional CFO shops — buyers who live and die by month-end close quality. You'll prospect and build your own pipeline through outbound, network, and inbound leads. You'll run discovery calls, demos, and evaluation kickoffs with firm leadership and their teams, manage active client evaluations with weekly syncs and implementation support, and close new logos while expanding accounts as firms roll out Meridian to more clients.
You'll carry a quota and be accountable for revenue, not just activity. You'll own your accounts for at least a year and expand them. This isn't a post-PMF playbook-execution role — the playbook is still being written. You'll talk to firm founders, managing directors, controllers, and heads of technology: senior buyers who have seen every AI pitch and aren't impressed by hype. What impresses them is knowing what you're talking about and having proof.
Key responsibilities include owning the full sales cycle from prospecting through close and expansion; getting deep on how Meridian works (the close process, QBO integration, agent workflows); understanding accounting firm economics well enough to have real conversations about margins; building multi-threaded relationships across each firm; feeding back market intelligence, objections, and competitive intel; and working closely with the implementation team to make client evaluations successful.
You're probably 3–8 years into your career with a track record of closing real deals against real quotas. You know what it feels like to have a pipeline problem and fix it yourself. You don't wait for leads — you go get them. You've sold technical products into professional services buyers and are comfortable running long, consultative sales cycles (2–3 months, not 30-day trials). You write well, communicate clearly, and actually want to know what's in your pipeline. You want to be part of building something, not just running a motion someone else figured out. Domain experience in accounting firms, fintech, or early-stage companies is a meaningful edge but not required.
