Founding Account Executive
PilotAbout the role
About Meridian
Pilot spent 10 years building the software that powers its own bookkeeping operation — running it on thousands of clients, at software margins, with a fully US-based team. Meridian is that software, now available to other accounting firms.
The pitch is simple: every other tool reduces your time to close. Meridian eliminates it. The full month-end close — reconciliation, categorization, accruals, tick-and-tie — runs automatically. Controllers walk in on the first to review finished books, not build them.
We’re early. The motion is being built right now. This is the role that builds it with us.The Role
Key Responsibilities
Own the full sales cycle
- Prospect and build your own pipeline through outbound, network, and inbound leads
- Run discovery calls, demos, and evaluation kickoffs with firm leadership and their teams
- Manage active client evaluations — weekly syncs, implementation support, tracking toward success metrics
- Close new logos and expand accounts over time as firms roll out Meridian to more clients
Know the product and the buyer
- Get deep on how Meridian works — the close process, the QBO integration, the agent workflows
- Understand the economics of running an accounting firm well enough to have a real conversation with a founder about margins
- Build relationships across the firm — founders, MDs, heads of tech, controllers. Multi-thread every account.
Build the motion with us
- Feed back what you’re hearing in the market — objections, competitive intel, what’s resonating
- Help sharpen the playbook as it’s being built
- Work closely with our implementation team to make client evaluations successful and convert
About You
The profile we’re hiring for is specific. You’re probably 3–8 years into your career. You’ve closed real deals against real quotas. You know what it feels like to have a pipeline problem and fix it yourself. You’re not waiting for leads to show up — you go get them.
You don’t need to have sold to accounting firms before, but if you have, that’s a meaningful edge. The buyer is sophisticated and the sales cycle is long enough that domain fluency pays off fast.
You’re a strong fit if
- You have 3–8 years of B2B sales experience with a track record of hitting quota
- You’ve sold a technical product into a professional services buyer before — or you’re confident you can learn the domain fast
- You’re comfortable running a long, consultative sales cycle — our evaluations run 2–3 months, not a 30-day free trial
- You write well and communicate clearly. Most of your first impressions happen over email or LinkedIn.
- You’re the kind of person who updates Salesforce because you actually want to know what’s in your pipeline, not because someone tells you to
- You want to be part of building something, not just running a motion someone else already figured out
Bonus if you have
- Sold to accounting firms, CPA firms, or professional services buyers
- Experience at a fintech or accounting software company
- Worked at an early-stage company before and know what ‘figuring it out’ actually looks like
Why This Role
- You’re not the 50th AE 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, 3,000+ customers, and investors including Sequoia, Index, and Stripe. The foundation is real.
- You’ll be part of building a c
Apply for this role
Generate a tailored application kit with a matched cover letter, interview prep, and CV highlights — in under 60 seconds.
Apply Now →Generate Application KitFree account required — sign up in 30s