About FinOptimal:
FinOptimal began in 2015 as a side-hustle of a CFO and Controller who despised manual accounting work. FinOptimal raised venture capital in late 2021 to expand our accounting and technology offerings, and in 2023 launched our flagship app Accruer. The company now operates two distinct business lines: Software and Services. This role is designed primarily to support the Software business line.
Location: Remote (must be located in the continental U.S.), with a preference for New York or Houston where the majority of our team is located.
What You’ll Do:
- Own the full sales cycle from inbound lead to close, which includes running multiple product demos per day and following up with SQLs to close deals.
- Develop a deep understanding of FinOptimal’s SaaS products (Accruer, Booker, Wrangler, and more to come) to walk prospects through use cases specific to their needs.
- Confidently explain and demo how our tools solve real accounting problems including accruals, prepaid expenses, deferred revenue, and other common use cases in QuickBooks Online.
- Guide prospective customers through ROI and workflow implications of adopting automation.
- Partner closely with Leadership to refine pricing, positioning, and sales process.
- Hit and exceed revenue quotas, bringing in new MRR and helping expand customer accounts.
- Track and optimize key funnel metrics, from demo-to-close rate to ARR attainment.
- Over time: recruit, train, and manage additional AEs and/or SDRs as we build out the sales function.
Requirements:
- Seasoned salesperson, with 4+ years of SaaS sales experience, ideally closing SMB/mid-market deals.
- Enough accounting knowledge that you can speak the accountant’s language and hold your own in a technical conversation with finance teams.
- Proven ability to run high-volume demos (multiple per day) while keeping quality high.
- You’ve met or exceeded quota consistently in prior roles, ideally with ARR quotas of $500K+.
- Strong negotiator, with an ability to talk numbers and close deals on the fly.
- Entrepreneurial mindset: you thrive in a fast-moving startup, where you’re not just selling but also shaping the go-to-market strategy. You’re confident “just doing things” and moving the ball downfield with the resources at your disposal.
- Strong communication and presentation skills; comfortable with video demos, screen shares, and live Q&A.
- Obsessive attention to detail, meticulous with follow-up.
- Operate with a sense of urgency. If you’re looking for a clock-in, clock-out 9-5 job and plan to be wholly unavailable outside of those hours, this isn’t the job for you. We fully expect you to take time off, do fun things outside of work, and not be on call 24/7, but you must fully own your role even if it means answering an important email or a Slack outside of normal working hours.
Highly-desired:
- Hands-on familiarity with QuickBooks Online or similar accounting systems.
- Experience working in accounting or audit.
- SDR experience, and a desire to hire and train SDRs in the future to build a sales org.
- Desire to grow a sales team. There is no limit to what this role can become if you’re successful. There will be no sales person above you.
Compensation & Benefits:
- $120,000 - $180,000 OTE, with a 50/50 split of base salary vs. variable compensation (uncapped)
- Equity Options
- 401K plan with employer match
- Medical / Dental / Vision & Supplemental Insurance Coverage
- Full premium paid, full HSA employer contribution if opting to go with the high-deductible plan.
- Low deductible and out of pocket plan fully paid if opting to not go with the high-deductible plan.
