Strategic Account Manager



Sales & Business Development
San Francisco, CA, USA · Remote
Posted on Tuesday, April 9, 2024

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 a Strategic Account Manager at Fieldguide, you will be an integral member of our go-to-market team, working directly with our wider Customer Success team to make significant impacts in building our customer success function.

You will provide all Fieldguide customers with exceptional services when it comes to growing their relationship and expanding their contracts with Fieldguide. As a trusted expert on the Fieldguide business, you will partner closely with firms to learn about their business, understand their goals, develop and forecast expansion pipeline, and secure contract expansions.

What You’ll Do:

  • Own a book of business where you are personally responsible for developing pipeline and expanding current customer contracts into new practice areas

  • Develop a deep understanding of Fieldguide’s current product offerings and take initiative to learn Fieldguide’s product roadmap to speak confidently when addressing customers

  • Develop strategic account plans to thoroughly understand our customers' businesses and objectives, utilizing this knowledge to expand Fieldguide's offerings into new service lines within their firm

  • Drive Net Revenue Retention (NRR) KPI to ensure customer satisfaction and long term value

  • Forecast and maintain expansion pipeline with a bias toward accuracy and transparency

  • Maintain strong partnerships and alignment with CSMs to understand customer health, ensure close strategic collaboration, and execute harmonious communication to accounts

  • Collaborate closely with CSMs on renewals and capture expansion opportunities in existing practice areas driven by increased usage and contract pacing

  • Identify and surface new logo referral opportunities to grow customer base

About You:

  • You have 7+ years of prior experience selling or managing customers at an enterprise SaaS company where you owned revenue and expansion targets

  • Strong ability to prospect and build pipeline without assistance from BDR and/or inbound support

  • You’re a skilled communicator and have great time-management skills

  • You’re hard working, responsive, and willing to get your hands dirty

  • You’ re excited by the startup environment; you want to contribute to fine-tuning the structure and process to scale the customer success team

  • You love paying attention to detail

  • You are an owner and take initiative

More about Fieldguide:

Fieldguide is a values-based company. Our values are:

  • Fearless - Inspire & break down seemingly impossible walls.

  • Fast - Launch fast with excellence, iterate to perfection.

  • Lovable - ​​Deliver happiness & 11 star experiences.

  • Owners - Execute & run the business with ownership.

  • Win-win - Create mutual value & earn trust for life.

  • Inclusive - Scale the best ideas with inclusive teams.

Some of our benefits include:

  • Competitive compensation packages with meaningful ownership

  • Unlimited PTO

  • 401k

  • Wellness benefits, including a bundle of free therapy sessions

  • Technology & Work from Home reimbursement

  • Flexible work schedules