Enterprise Account Executive - Northeast

Rightworks offers the only intelligent cloud purpose-built for accounting firms and professionals. Backed by award-winning support, our fully managed IT and applications ensure customers have secure, reliable, on-demand access to their technology. We provide a curated software ecosystem that simplifies the complexity of running an accounting firm or small business, supported by a community of thought leaders, peer networks, and educational resources. Our success is made possible by leveraging decades of specialized experience in leading accounting firms, SMBs and technology companies. Thousands of Firms and SMBs count on us to run their business every day. 

We have a great team, we’re growing fast and have a winning culture based on innovation, teamwork, and mutual respect. 

Job Overview 

We are seeking a seasoned Enterprise Account Executive to drive new business revenue within the enterprise accounting and tax firm space. This role requires a consultative sales approach, uncovering pain points related to application, security and IT management; firm growth strategies; and operational complexities in the accounting and tax space. The role will help accounting firms navigate key trends such as AI, Private Equity, talent/offshoring, new security threats and data lakes / analytics. This enterprise sales position requires the ability to strategically partner with IT leaders and CPA firm partners in person and remotely. The ideal candidate will lead all aspects of the sales initiatives and be comfortable controlling meetings, sales processes and the pace of the sales cycle. The candidate must thrive in a fast-paced environment and have a successful record of closing deals delivering annual recurring revenue involving sophisticated application, managed security and IT solutions.
This position requires travel approximately 20-40% to prospects, customers and industry events. 

Responsibilities  

Territory Management & Planning 

• Develop and execute a comprehensive territory plan to penetrate assigned markets. 

• Build relationships with existing customers in territory for future expansion. 

• Manage end-to-end sales from prospecting to closing, providing accurate and real-time updates to forecasts and CRM systems. 

• Consistently meet or exceed monthly, quarterly, and annual sales targets. 

Pipeline Development 

• Prospect and build a robust pipeline of new accounting and tax firms with outbound calls and emails to defined market and territory.  

• Represent the company at regional association events, tradeshows, and networking opportunities to generate leads and build relationships. 

• Consultative Selling 

• Engage in consultative, business-level conversations with firm leaders to uncover pain points and strategic needs. 

• Position solutions that address application management, security, compliance, and firm growth challenges.  

• Partner with pre-sales engineering and solutions teams to define technical solutions that align with customer goals 

• Establish and nurture high-level relationships to become a trusted advisor 

Requirements  

• 8-10 years proven B2B success selling managed technology services, cloud / hosting or cybersecurity to larger organizations 

• Expertise in complex mid-duration sales cycles, negotiation, presentation, networking and selling methodologies such as MEDDIC or SPICED 

• Preference for but not a requirement for understanding of the accounting firm landscape, including services offered, technology utilized, challenges, etc. 

• Bachelor’s degree in business related field strongly preferred. 

• Strong consultative selling skills with the ability to uncover business challenges and align solutions. 

• Excellent territory planning and prospecting abilities. 

• Ability to manage complex sales cycles and multiple stakeholders. 

• Willingness to travel for events, tradeshows, and client meetings. 

• Highly motivated, self-starter with a growth mindset. 

• Proficient in CRM tools and real-time forecasting.  

Eligibility Requirements 

• This role is open to US Citizens or permanent residents authorized to work in the United States. Rightworks LLC is unable to offer visa sponsorship. 

• Due to specific state regulations, we are unable to accept applications from residents of California, Hawaii, or Alaska. 

• Relocation will not be offered for this position. 

Compensation 

Our compensation for this role is $250,000 - $300,000 uncapped OTE annually and is determined on factors such as relevant experience, skills and internal equity. 

Benefits 

To provide best-in-class solutions, we need a best-in-class team. We offer competitive salaries to recruit the best talent. We provide company-paid short and long-term disability insurance, life insurance and a generous 401K match. We offer highly affordable medical, dental, vision coverage, and many other valuable benefits. We offer flexible PTO, and numerous paid holidays, affording you the time to be there for what is important in your life. We encourage giving back to our communities by providing paid volunteer time off. We are proud to be an Equal Opportunity Employer! This job description may not be inclusive of all assigned duties, responsibilities, or aspects of the job described, and may be amended at any time at the sole discretion of the employer.