Fieldguide

• Drive strategy: Orchestrate account strategy across the region, landing international clients and ensuring alignment toward shared revenue goals. • Own strategic accounts: Manage a targeted list of Canadian firms, overseeing the full sales cycle from prospecting to close. • Drive revenue growth: Consistently achieve and exceed revenue targets and sales metrics across your global portfolio. • Executive-level stakeholders: Manage, prepare, and partner effectively with senior executives, both external and internal. • Market knowledge: Deep experience and knowledge of the Canadian market, including its business culture, buying dynamics, and competitive landscape. • Own complex project management: Coordinate stakeholders and deliverables across global accounts to advance large-scale opportunities. • Build executive trust: Establish yourself as a trusted advisor with global decision-makers, aligning Fieldguide’s solutions to business needs and strategic objectives. • Lead compelling engagements: Deliver executive-level presentations and solution walkthroughs that resonate across diverse stakeholders. • Coordinate cross-functionally: Partner with Solutions, Finance, Product, and Marketing teams to deliver globally consistent yet locally relevant customer outcomes. • Develop playbooks: Capture learnings and best practices to continuously refine Fieldguide’s enterprise and global sales processes. • Represent Fieldguide globally: Attend key industry conferences and networking events to strengthen our global presence and open new opportunities. • Travel up to 30% expected.

• Facilitate product demonstrations and convey our value proposition • Partner closely with Account Executives on enterprise level customers • Increase sales velocity and contribute to closing deals • Manage organized discoveries to uncover customer needs • Present and demonstrate the product competitively • Successfully manage customer questions and objections • Partner with Customer Success for onboarding of enterprise customers

• Lead end-to-end design for complex, ambiguous audit workflows, from problem definition through shipped solutions • Partner closely with Product and Engineering to shape strategy, influence roadmaps, and deliver high-quality, scalable implementations • Drive design execution with minimal direction, operating effectively in a fast-paced, ambiguous environment • Translate customer needs, research insights, and business goals into clear user journeys, interaction models, and polished UI • Balance speed and iteration with usability, consistency, and long-term product quality • Advocate for users while accounting for technical, regulatory, and business constraints • Own a significant product area or customer journey, anticipating downstream impacts across workflows and personas • Set a high bar for craft and influence by contributing to the design system, mentoring peers, and serving as a trusted design voice.

• Effectively partner with Account Executives to understand prospects’ challenges and articulate Fieldguide’s value proposition, vision, and strategy to prospects • Build credibility with technical champion at the prospect company • Understand and help orchestrate all phases of the sales cycle, including leading technical validations during the Proof of Value phase • Participate and contribute to the enterprise sales process, product, or best practices initiatives • Present and demonstrate the product in a persuasive way based on key messages, decision criteria, and key business issues, ensuring the product is presented competitively • Successfully manage customer questions and objections and resolve concerns

• Own and build out Fieldguide's public sector territory, starting with a federal focus and expanding into state, local, and higher education over time. • Oversee the full sales cycle from prospecting to close across a greenfield account base. • Achieve and exceed revenue targets and key sales metrics. • Understand and navigate public sector-specific buying cycles and contract vehicles. • Build strong, trust-based relationships with key decision-makers, including procurement end users such as Inspector Generals, Comptrollers, and audit directors, providing thought leadership and aligning Fieldguide's solutions to their needs. • Develop and implement sales strategies aligned with goals and targets by leveraging the MEDDICC sales methodology. • Collaborate cross-functionally with teams including Solutions, Finance, Product, and Marketing to ensure customer needs and expectations are met throughout the sales process. • Help refine and evolve go-to-market strategy, messaging, and talk tracks as the public sector practice matures: this is a build-and-shape role, not a "run the existing playbook" role. • Set strategic direction to maximize market potential within your assigned territory through effective planning and execution. • Attend networking events, conferences, and partner-driven marketing opportunities to build relationships that generate new business. • Up to 30% regional and national travel.

• Drive EMEA strategy: Orchestrate account strategy across regions, landing international clients and ensuring alignment toward shared revenue goals. • Own strategic accounts: Manage a targeted list of global firms, overseeing the full sales cycle from prospecting to close. • Drive revenue growth: Consistently achieve and exceed revenue targets and sales metrics across your global portfolio. • Executive-level stakeholders: Manage, prepare, and partner effectively with senior executives, both external and internal. • Own complex project management: Coordinate stakeholders and deliverables across global accounts to advance large-scale opportunities. • Build executive trust: Establish yourself as a trusted advisor with global decision-makers, aligning Fieldguide’s solutions to business needs and strategic objectives. • Lead compelling engagements: Deliver executive-level presentations and solution walkthroughs that resonate across diverse stakeholders. • Coordinate cross-functionally: Partner with Solutions, Finance, Product, and Marketing teams to deliver globally consistent yet locally relevant customer outcomes. • Develop playbooks: Capture learnings and best practices to continuously refine Fieldguide’s enterprise and global sales processes. • Represent Fieldguide globally: Attend key industry conferences and networking events to strengthen our global presence and open new opportunities. • Travel up to 30% expected.

About Us Fieldguide is the AI-native platform for audit and advisory — the place where practitioners and agents work together to deliver higher quality work, faster, and with better client outcomes. Over 50 of the top 100 accounting and consulting firms trust Fieldguide to accelerate growth, improve quality, and transform the way audit and advisory work gets done. We're rooted in San Francisco, CA, but built as a remote-friendly, global company. We're backed by top investors including Growth Equity at Goldman Sachs Alternatives, Bessemer Venture Partners, 8VC, Floodgate, and Y Combinator. 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 we are building, seeking teammates who are not only strong in their own aptitudes but care deeply about supporting each other's growth. If you share our values and enthusiasm for building a great culture and product, you will find a home at Fieldguide. About the Role Fieldguide is an AI-native platform built for audit, advisory, and assurance workflows. Our customers are sophisticated accounting and advisory firms that operate in highly regulated environments, maintain long-term vendor relationships, and respond to renewal motions that are consultative and value-based. We're growing fast, and retention and expansion are core to the business. Reporting to the VP of Sales, this is a build-and-run role. There's no team to inherit and no playbook to follow. You'll own the full renewal lifecycle across our customer base — from first conversation through contract execution — while building the processes, systems, and frameworks that scale with the business. As the function grows, you'll have the opportunity to hire and develop a team of Renewals Specialists. The right person for this role has done the IC work, is ready to own outcomes rather than advise on them, and has the commercial instincts and credibility to build a renewals motion at a fast-moving Series C company. What You'll Do Own the Renewal Motion - Manage the full renewal lifecycle for all accounts: outreach, risk triage, negotiation, and close - Maintain a rolling 90-120 day renewal forecast; report weekly on pipeline health, risk, and expected outcomes - Develop a data-driven renewal strategy for each account before entering any negotiation, factoring in customer health, usage trends, stakeholder dynamics, and risk - Lead commercial negotiations directly with customers, including executive-level conversations on multi-year and at-risk accounts - Drive price increases, multi-year structures, and expansion identification at contract renewal - Work closely with CSEs to identify churn signals early and build mitigation strategies - Maintain clean renewal data and pipeline hygiene in HubSpot Build the Renewals Function - Build the renewals playbook from scratch: outreach cadences, escalation frameworks, negotiation guidelines, and segment-specific engagement models - Own the KPI framework for renewals — anchor it in leading indicators like MAU/WAU and consumption pacing, not just trailing metrics like GRR and NRR; establish the reporting cadence with Finance and CS leadership — this role shapes what the function measures - Design tiered engagement models across Strategic, Enterprise, Mid-Market, and SMB customer segments - Partner with Finance on Available-to-Renew (ATR) tracking and integration into the ARR forecast - Implement AI-assisted workflows for health scoring, churn risk flagging, and renewal automation where appropriate - Be the go-to resource on renewals best practices internally, setting the standard for how Fieldguide approaches retention and expansion Drive Cross-Functional Alignment - Represent renewal risk in deal reviews, QBRs, and exec-level revenue conversations - Partner with CSMs on health scores and churn signals — as part of the same team, this is a tight loop, not a handoff - Work with Product to access and interpret usage data (MAU/WAU, entitlement pacing, feature adoption) and translate it into renewal risk signals and customer conversations - Work with Finance on cohort analysis, GRR/NRR attribution, and retention economics - Coordinate with Legal and Deal Desk on non-standard contract structures - Feed customer signals back to Product and GTM leadership: usage trends, objections, competitive pressure, value realization About You - You have 7+ years in SaaS renewals, customer success, or commercial account management, with a track record of personally owning and hitting GRR/NRR targets - You've built a renewals function or motion from scratch — you wrote your own playbooks; you didn't inherit them - You're a strong commercial negotiator, comfortable leading high-stakes conversations at the CFO or executive level - You're analytically fluent: you can build a renewal forecast, segment a book of business by risk, and present cohort-level retention performance to leadership - You're CRM-proficient; HubSpot is strongly preferred, Salesforce is acceptable - You're an effective cross-functional operator who builds credibility through rigor and follow-through, able to influence Sales, Finance, and Legal without direct authority - You're ready to manage a small team; prior people management experience is preferred but not required for the right candidate - You're comfortable in a fast-moving environment where the playbook is still being written Bonus Points - Background in audit, accounting, or professional services, or experience selling to those firms — Fieldguide's customers are sophisticated practitioners, and knowing how they buy, budget, and evaluate software matters - Experience in AI-native SaaS or with AI workflow tools (health scoring, churn prediction, automated renewal triggers) - Experience scaling a renewals function through a Series B or C inflection point 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 - Loveable — Deliver happiness & 11-star experiences - Owners — Execute and run the business with ownership - Win-win — Create mutual value and earn trust for life - Inclusive — Scale the best ideas with inclusive teams Some of our benefits include: - Competitive compensation packages with meaningful equity ownership - Flexible PTO - Wellness benefits, including a bundle of free therapy sessions - Stock options - Technology and work-from-home reimbursement - Company offsites

• Build trust with customers. Maintain regular engagement cadences with customers through all phases of their implementation, from sales handoff to value realization. • Guide growth. Create a plan that outlines the customer’s goals with implementing Fieldguide and activities needed to meet those goals. Maintain regular reviews during their onboarding process to track progress and adapt plans where necessary. • Build champions. Cultivate customer champions and grow their Fieldguide knowledge. • Advocate for the customer. Be the link between the customer and Fieldguide’s Engineering, Product, Design; Customer Enablement; Sales; and other cross-functional teams. Be aware of and communicate customer needs internally to help shape the product roadmap, internal processes, and future onboarding iterations. • Mitigate risks. Be proactive in identifying success risks and develop decisive action plans to mitigate them. • Measure and document progress. Document the value Fieldguide provides to our customers by detailing customer case studies, new use cases and success metrics. Track customer progress against their adoption map, and be able to plot customer value realization over time.

Role Description As a Customer Support Representative at Fieldguide, you will be an integral member of our go-to-market team, working to make significant impacts in building our customer success function. You will provide customers with world-class support built to maximize our customers’ return on investment quickly and continuously. As a trusted expert on the Fieldguide platform, you will partner closely with firms to ensure their ongoing success with Fieldguide. This hire must be comfortable working 9am to 6pm ET. What You’ll Do: - Build trust with customers. - Respond quickly and accurately to client requests for assistance, always with a positive attitude. - Provide technical support: - Offer prompt and efficient assistance to resolve technical issues related to Fieldguide's platform. - Troubleshoot problems via email, phone, or chat, ensuring a quick resolution of any software problems, login issues, or user errors. - Enhance user experience: - Guide customers through the features and functionalities of the Fieldguide platform. - Provide tips and best practices for optimal use, ensuring customers can leverage the software to its fullest potential. - Advocate for the customer: - Be the link between the customer and Fieldguide’s Engineering, Product, Design team. - Be aware of and communicate customer needs internally to help shape the product roadmap. - Help the customer participate in deployment of beta features, facilitating a frequent feedback loop. - Bolster onboarding and retention: - Assist in customer database setup and template creation to ensure a world-class client experience. - Maintain knowledge base: - Contribute to and update the online help resources, FAQs, and support documentation, ensuring they are current and comprehensive for user self-service. Qualifications - 1 - 3 years of customer support experience, ideally gained within an Enterprise Software as a Service (SaaS) company. - Demonstrating a commitment to delivering exceptional service and support. - Strong communication and problem-solving skills. - Proven track record of driving customer satisfaction and fostering long-term client relationships. Requirements - You are a team player and are mission-first. - Hands-on experience in a high-growth startup. - Bias towards action; take ownership of projects end-to-end with minimal direction or oversight. Benefits - Work remotely from anywhere. - Opportunity to build out the future of business trust. - Supportive and inclusive team culture. Company Description 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 financial audit. We value diversity — in backgrounds and in experiences, and we are deliberate and self-reflective about the kind of team and culture that we are building. - Backed by top investors including Growth Equity at Goldman Sachs Alternatives, Bessemer Venture Partners, 8VC, Floodgate, Y Combinator, DNX Ventures, Global Founders Capital, Justin Kan, Elad Gil, and more. - Inclusive, driven, humble, and supportive team. - Values-based company with core values: Fearless, Fast, Lovable, Owners, Win-win, Inclusive.

• Effectively partner with Account Executives to understand prospects’ challenges and articulate Fieldguide’s value proposition, vision, and strategy to prospects • Build credibility with technical champion at the prospect company • Understand and help orchestrate all phases of the sales cycle, including leading technical validations during the Proof of Value phase • Increase sales velocity and contribute to closing deals • Participate and contribute to the enterprise sales process, product, or best practices initiatives • Manage organized discoveries to uncover customer needs and requirements that relate to decision criteria and key business issues • Present and demonstrate the product in a persuasive way based on key messages, decision criteria, and key business issues, ensuring the product is presented competitively • Successfully manage customer questions and objections and resolve concerns • Partner with Customer Success to enable complex onboarding of enterprise customers • Partner with Sales and Marketing on deal strategies, and with Engineering, Product, and Design teams to work through challenging technical problems • Engage with product management to provide insight into prospect and customer needs and industry trends, influencing the roadmap for market success • Ensure that the roadmap is clear to customers as required to influence buying decisions • Provide leadership by creating content and trainings for key areas • Work with the extended team to ensure that they are successful and learn from your expertise • Embody Fieldguide’s core leadership principles and cultural values