Global Account Executive

This is a fully remote position, open to applicants in California.

📋 Description

• Manage 1–3 designated global strategic accounts from start to finish, acting as the sole point of accountability for their growth and overall health on a global scale.

• Develop and implement a multi-year global account strategy, identifying opportunities across various regions, subsidiaries, and business units.

• Meet and surpass revenue goals related to global growth, focusing on more than just a single region or entry point.

• Cultivate deep, trust-based relationships with decision-makers at both global and regional levels, gaining insight into how each account's structure, governance, and local specifics influence the expansion process.

• Formulate and execute account strategies utilizing the MEDDICC framework, tailored for multi-region and multi-stakeholder deal cycles.

• Collaborate closely with cross-functional and regional teams — including Solutions, Finance, Product, Marketing, and Customer Success — to guarantee a cohesive account experience across all geographies.

• Manage the complexities of global deals, addressing multiple procurement and legal processes, regional pricing and currency factors, data residency obligations, and varying regulatory environments.

• Deliver customized solution presentations to stakeholders across different regions, modifying messaging to fit local market contexts while preserving a unified global story.

• Oversee the creation, conceptualization, and execution of detailed global account plans, ensuring alignment with internal leadership.

• Ensure meticulous CRM management, accurate forecasting, and effective communication with internal stakeholders across all active regions of the account.

• Represent Fieldguide at both global and regional industry events related to your accounts, enhancing relationships and visibility within the account's ecosystem.

• Expected travel of 30–40%, including international travel to foster in-region relationships and attend meetings.

⛳️ Requirements

• A minimum of 10 years of sales experience, with a proven history of managing and developing a limited number of large, complex, multinational accounts instead of a wide territory.

• Established experience in managing global or multi-region account relationships, including navigating diverse regional stakeholders, procurement procedures, and business practices within a single account.

• Strong executive presence and the capability to earn trust from senior stakeholders across different geographies and cultures.

• Outstanding project and stakeholder management abilities, with a knack for orchestrating lengthy, multithreaded expansion cycles across regions and business units.

• Proven success in driving whitespace expansion within current accounts, rather than solely focusing on acquiring new logos.

• Comfortable working with a high degree of autonomy and taking ownership of a small, high-stakes portfolio.

• A collaborative team player who works effectively with internal teams (Solutions, BDRs, Finance, Product, Marketing, Customer Success, etc.) across multiple regions.

• Driven by depth over breadth — motivated by the opportunity to deeply engage with a select few accounts rather than managing a large portfolio.

• Experience with or direct sales to audit, advisory, or assurance firms that have a global or multinational presence is highly preferred.

🏝️ Benefits

• Competitive compensation packages with substantial ownership opportunities.

• Flexible PTO policy.

• 401k plan.

• Wellness benefits commencing on your first day.

• Technology and work-from-home reimbursement.

• Flexible work schedules.