Account Executive, Outsourced Accounting & Finance Services (Outside Sales)

Position: Account Executive – Outsourced Accounting & Finance Services (Outside Sales)

Department: Sales

Reports To: CRO

FLSA/Employment Status: Exempt (outside sales); Full-Time

Location: San Diego, CA (Hybrid/Field-Based in San Diego & Orange County)

Compensation Range: Base ($85K-$110K) Commission (no cap)

Position Summary

PBO Advisory Group is seeking a seasoned Account Executive with demonstrated expertise in Accounting & Finance to generate new business opportunities for our outsourced Accounting & Finance services. The Account Executive will be responsible for identifying, engaging, and converting C-suite executives and operational stakeholders within mid-market and SMB organizations requiring fractional and outsourced Accounting & Finance solutions. This role demands a proactive, results-driven professional with a demonstrated consistent ability to deliver outcomes.

Areas of Accountability

• Prospecting (80%)
• CRM/Admin/Reporting (10%)
• Networking (10%)
  
  

Outcomes

• Secure new qualified clients (meets or exceeds goals)
• Accurate CRM management & timely reporting
• Deliver on established sales quotas (meets or exceeds goals)
  
  

Key Responsibilities

Prospecting

• Hunt for net new logos and strategic accounts in established target industries set by leadership team (ex: nonprofit, services, tech, education, etc.).
• Own the full sales cycle: prospecting, cold outreach, discovering, proposing, and closing.
• Lead discovery consultative sales discussions with COO’s, Accounting leadership, CFO’s, CEO’s, and Founders.
• Research and analyze target markets to find new business opportunities and potential clients.
• Ability to expand into geographic markets that align with business strategy and outcomes.
• Review industry trends, identify key decision-makers, and use these insights to build a strong list of prospects that support the company’s growth.
• Proactively set customer meetings/calls.
• Position PBO’s outsourced Accounting & Finance team solutions.
• Collaborate with internal Accounting & Finance consultants to build tailored solutions and design scope.
• Remain current and knowledgeable on the Accounting & Finance outsourced services, solutions, and products offered.
• Other assigned tasks or projects, as needed.
  
  

CRM/Admin/Reporting

• Meaningfully participate in internal meetings, staff meetings, sales meetings, etc.
• Maintain accurate opportunity tracking and forecasting in the CRM.
• Responsible for following the sales funnel process and documenting appropriately in the CRM.
• Report timely on established monthly/quarterly KPI’s to include meetings booked, FTA’s (first-time appointment/qualified discovery calls), pipeline creation, revenue closed, etc.
• Remain current on the Accounting & Finance industry and pain points for the small-mid size market.
• Attend appropriate sales training, as appropriate, to remain current on sales techniques, technology, and approach.
  
  

Networking

• Actively identify and engage prospective clients through in-person and virtual networking events, industry conferences, and community gatherings.
• Establish and nurture relationships with key decision-makers, influencers, and referral partners across targeted industries.
• Leverage professional networks, including platforms such as LinkedIn, to expand reach, generate leads, and amplify brand presence.
• Represent the organization with professionalism and poise in all networking interactions, ensuring a positive and memorable impression.
• Participate in relevant trade associations, chambers of commerce, and business groups to increase visibility and uncover new opportunities.
• Develop and maintain a robust database of contacts and referral sources, tracking engagement and touchpoints within the CRM.
• Share market insights and best practices gleaned from networking activities with the internal team to enhance collective knowledge and strategy.
  
  

Skills

• Strong business acumen and knowledge of Accounting & Finance administration including month-end close, general accounting duties, financial reporting, budgets, etc.
• Familiarity with Accounting & Finance challenges across multiple industries.
• Confident with outbound prospecting, networking, and LinkedIn messaging.
• Ability to speak credibly with Accounting & Finance stakeholders and translate complex needs into solutions.
• Strong proficiency in Microsoft Office Suite. Sales AI tech skills are a plus.
• Able to successfully navigate working in a team remote work environment.
• Excellent communication, customer service, and interpersonal skills at all levels of the organization.
• Problem-solving aptitude, adaptability, and resilient with the ability to be resourceful.
• Highly organized with CRM follow-through and forecast accountability. CRM acumen, discipline, and ownership of your pipeline.
• Consultative selling experience that demonstrates grit, drive, pace, and comfort with long/consultative sales cycles.
• Advanced skills with sales prospecting.
• Professional decorum.
  
  

Requirements

• 5-7 years of B2B sales experience, with at least 1 year selling Accounting & Finance-related services, SaaS, or consulting.
• Relevant network and book of business preferred.
• High school diploma or equivalent required.
• Reliable transportation required.
  
  

All the above duties and responsibilities are essential job functions subject to reasonable accommodation. All job requirements listed indicate the minimum level of knowledge, skills, and/or ability deemed necessary to perform the job proficiently. This job description is not to be construed as an exhaustive statement of duties, responsibilities, or requirements, as the employee may be required to perform any other duties as assigned.