Bristlecone Companies

Account Executive

• Build relationships that matter
• Attend legal conferences and regional bankruptcy events to connect with trustees and legal practitioners face-to-face
• Cultivate referral relationships with trustees, attorneys, and bankruptcy software vendors
• Become a trusted advisor and key part of the community
• Drive strategic account acquisition
• Execute an account-based sales motion for high-value trustee prospects
• Orchestrate demos that showcase how our platform solves real operational challenges
• Navigate complex buying processes involving trustees, office managers, and IT staff
• Collaborate with our leadership team to close deals and onboard new clients successfully
• Become a subject matter expert
• Master the intricacies of legal, bankruptcy administration, and trustee workflows
• Understand how our platform integrates with case management systems
• Learn the competitive landscape and articulate our clear value proposition
• Stay current on industry trends, regulatory changes, and market dynamics
• Lay the foundation for scale
• Document what works (and what doesn't) as we build our sales playbook
• Provide feedback to product and marketing teams based on customer conversations
• Help establish sales processes, CRM workflows, and success metrics
• Contribute to our broader go-to-market strategy as the voice of the trustee customer

Account Executive – Trustee Market Lead

Financial Planning and Analysis

• Build a predictable revenue engine
• - Deliver accurate invoices on time, every month
• - Drive a consistent collections motion to reduce DSO and improves cash predictability
• - Create 90–120-day renewal visibility, surfacing pricing exceptions and renewal risks early
• - Establish a disciplined cross-functional operating rhythm across billing, collections, and renewals
• Replace fragility with systems
• - Reduce manual workflow burden through process improvement and thoughtful automation
• - Eliminate spreadsheet dependency, manual validation, and engineering intervention in billing
• - Systemize how contracts, entities, and billing relationships are structured and maintained
• - Replace tribal knowledge and one-off fixes with documented, repeatable processes
• Bring discipline to pricing and deals
• - Standardize quoting and contracting workflows
• - Support CEO-led pricing strategy by enforcing clear guardrails and consistent execution
• - Reduce friction in the handoff from sales to billing to customer success
• Make revenue reporting trustworthy
• - Produce reliable monthly revenue reporting across ARR, bookings, churn, renewals, and A/R
• - Maintain a contract-level revenue forecast grounded in renewal and billing data
• - Ensure our billing application, HubSpot, and NetSuite reflect a single, consistent source of truth

Account Executive – Trustee Market Lead

Revenue & Finance Operations Lead