Business Development Representative - Assistant Controller/Controller
$120k - $180k+ 10% target bonus + $45,000-$60,000 target annual commission
Senior, Expert
Bachelor's
Remote in USA+2 moreMore locations: San Francisco, CA, USA | New York, NY, USA
RemoteRemote role; San Francisco or New York City must be commutable for events. Travel is required for company events twice per year and for opportunity and client meetings.
Sales & Account ManagementAccount Executive
About the job
Requirements
- Seven or more years of progressive, full-cycle accounting experience spanning Assistant Controller to Controller-level responsibilities, including month-end close, client financial statements, and fluctuation analysis across multiple clients or entities.
- Five or more years in a quota-carrying new-business sales or business development role in B2B or professional services.
- Demonstrated full-cycle deal ownership, including personally sourcing, pitching, negotiating, and closing new clients independently, with specific deals and dollar figures.
- An existing network or track record selling into the startup/VC ecosystem, such as accelerators, venture capital firms, or founder communities, that has converted into signed clients.
- Hands-on production experience running close and reporting in both QuickBooks Online and NetSuite.
- Direct experience working with venture-backed or early-stage startup clients.
- Sales pipeline management and forecasting, including deal-stage and close-rate tracking.
- Proposal and pitch deck development skills, such as PowerPoint or Google Slides.
- A solid understanding of generally accepted accounting principles; familiarity with ASC 606 revenue recognition is a plus.
- Advanced or higher Excel skills, including financial modeling, budget-versus-actual analysis, and manipulating larger data sets; SQL experience is a plus.
- Proficiency with modern startup finance software, such as QuickBooks Online, Xero, NetSuite, Brex, Ramp, Rippling, or Gusto.
- Comfort switching between detailed technical accounting work and relationship-driven sales conversations.
- Ability to manage a personal pipeline and client deliverables without close supervision.
- Ability to build trust with founders and investors while valuing ongoing client relationships.
- Ability to maintain accounting accuracy under pressure.
- Ability to use advisory-style selling rather than hard-sell tactics.
- Ability to learn new tools, industries, and client situations quickly.
- Strong time management and prioritization.
- Professional integrity and an entrepreneurial spirit.
- Must be commutable to San Francisco or New York City for events if choosing either listed city location.
- Must travel for company events twice per year and for opportunity and client meetings.
Responsibilities
- Manage full-cycle client accounting for an assigned book of business, including month-end close, eliminations and consolidations, preparing and booking journal entries, account reconciliations, and variance analysis.
- Prepare client financial statements, including value-added fluctuation analysis and budget-versus-actual comparisons.
- Build and maintain financial models to help clients manage cash and make proactive operational decisions.
- Manage accounts receivable, including invoicing, collections, contract review, and cash forecasting.
- Manage accounts payable, including entry accuracy, timely payment, vendor management, and policy compliance.
- Process client payroll and handle general human resources responsibilities, including onboarding, terminations, and benefits compliance.
- Use on-chain accounting tools to streamline processes and improve data accuracy, and manage token accounting for token warrants and token compensation for crypto-native clients.
- Set client accounting and tax policies; define and implement revenue recognition policies under ASC 606 as client needs require.
- Create and manage key performance indicator dashboards for clients.
- Oversee client tax-related matters to ensure timely compliance and support annual financial audits as needed.
- At Controller level, manage and mentor Attivo staff supporting the client book.
- Own the full new-business sales cycle, from first contact through signed engagement.
- Manage warm-introduction follow-up on referrals from venture capital firms, accelerators, and existing clients.
- Maintain customer relationship management and pipeline records by logging touches, tracking deal stages, and updating forecasts.
- Conduct discovery calls to understand prospects' stage, pain points, and needs.
- Translate discovery findings into scoped service packages and fee structures.
- Deliver demos and walkthroughs showing prospects how Attivo works with companies at similar stages.
- Build and send custom proposals.
- Negotiate scope, contract terms, and pricing through to close.
- Manage the handoff from signed deal to onboarding by coordinating with delivery and accounting teams to confirm staffing capacity before committing to a deal.
- Maintain relationships with venture capital firms, accelerators, and founder communities to support ongoing referrals.
- Attend occasional startup ecosystem events and client meetings.
- Participate in weekly pipeline reviews with leadership covering deal stages, forecasted closes, and capacity needs.
- Close 24 deals per year.
Desired Qualifications
- Bachelor's degree in Accounting or Finance.
- Certified Public Accountant or Chartered Financial Analyst qualification.
- Customer relationship management proficiency, such as HubSpot.
- Experience with Campfire, Rillet, or Carta.
- Experience with crypto accounting software such as Bitwave, CoinTracker, or Tres, and reconciling on-chain transactions; two or more years at a crypto-native company is a plus.
- Prior experience building financial models and accounting policies or procedures from scratch.
- Exposure to specific verticals such as software as a service, biotech, or consumer industries beyond general startup experience.
- Deep accounting or client accounting services product knowledge.
- Formal sales methodology training.
- Existing venture capital or accelerator relationships and public speaking or conference presence for lead generation.
- Experience implementing workflow automation or artificial-intelligence-enabled tools, and familiarity with generative artificial intelligence tools and automation platforms.
About the company
Attivo Partners provides fractional CFO and accounting services as a full-service finance firm to help founders navigate capital raising, business modeling, and exits. A dedicated fractional CFO and accounting team work with clients to implement scalable financial processes, dashboards, budgeting, and reporting to guide decisions as the business grows. It differentiates itself with a growth-focused, customizable partnership that offers strategic leadership across finance, accounting, and governance rather than one-size-fits-all services. The goal is to help founders build sustainable, investable businesses by supporting fundraising, growth, and successful exits.
Company Size
51-200
Company Stage
N/A
Total Funding
N/A
Headquarters
San Francisco, California
Founded
2017
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Simplify's Take
What believers are saying
- Mercury case study, July 2025, validates a practical cash-management sales wedge.
- Open roles in 2026 show hiring momentum across accounting, controller, and operations.
- Rillet partnership, December 2025, expands AI-native finance positioning with startups.
What critics are saying
- Intense competition from in-house finance teams and specialist firms like Pilot and ScaleFactor.
- Mercury and Rillet partnerships compress differentiation if platform vendors package advisory services.
- Customer concentration in startups makes revenue vulnerable during funding freezes.
What makes Attivo Partners unique
- Fractional CFO plus accounting services target venture-backed startups through exits.
- Mercury partnership bundles banking, AP/AR, and cash management into one workflow.
- AI Workflow Innovation Lead signals internal automation and scalable service delivery.
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Benefits
- Health Insurance
- Dental Insurance
- Vision Insurance
- Flexible Spending Accounts
- 401(k) Retirement Plan
- PTO
- Paid Vacation
- Paid Sick Leave
- Paid Holidays
- Remote Work Options
- Flexible Work Hours
- Paid Holidays