Business Development Representative Assistant Controller/Controller

Join the Rapidly Growing Team at Attivo Partners!
Are you dedicated to excellence and eager to advance your career? Passionate about technology and startups? Excited to work with some of the most innovative early-stage companies in the world? If so, Attivo Partners is the place for you!
Why Attivo?
Attivo Partners is a fast-growing full-service finance and accounting consulting firm headquartered in San Francisco, with a presence in major startup hubs across the US. Our remote teams specialize in providing fractional CFO and accounting services to venture-backed emerging growth clients, supporting their journey from inception to over $50M in revenue.
What We Offer:
Collaborative Environment: Work alongside a talented team with extensive experience in venture-backed companies. At Attivo, we believe in teamwork and value the unique insights and creativity each member brings.
Culture of Growth: We thrive on the challenges presented by diverse and exciting clients, offering unparalleled learning and professional development opportunities.
Mentorship and Training: We are committed to nurturing talent and providing ongoing mentoring and training to help you grow personally and professionally.
Flexibility: We understand the importance of balance and are dedicated to maintaining a culture that supports your career and personal life.
Our Values:
Lasting Relationships: We build solid and enduring connections with our clients and team members.
Data-Driven Insights: We leverage data to drive intelligent decisions and impactful results.
Growth-Focused Mindset: We embrace opportunities for continuous improvement and innovation.
Collaboration-First: We prioritize teamwork and believe the best solutions come from working together.
Culture-Conscious: We foster a supportive and inclusive culture where everyone can thrive.
Join us at Attivo Partners and be part of a team that's shaping the future of finance and accounting for startups. Let's grow together!
Role Overview
The Business Development Representative (BDR) pairs full-cycle client accounting ownership with new-business development to support Attivo’s continued growth. On the accounting side, the BDR manages an assigned book of clients end-to-end, with the technical depth of the role scaling from Assistant Controller through Controller level depending on the individual’s experience — from month-end close, financial statement preparation, AR/AP, and payroll, up through client financial statements with fluctuation analysis, financial modeling, budgets and forecasts, and (at the Controller level) managing Attivo staff supporting the client book. On the business development side, the BDR owns the complete sales cycle for new client acquisition, from warm-intro follow-up and discovery calls through proposal development, negotiation, and handoff to the delivery team. The ideal candidate is comfortable context-switching between deep, technical accounting work and relationship-driven sales conversations, is self-directed and entrepreneurial, and brings a demonstrated track record of closing new business within the startup/VC ecosystem.
Client Accounting Responsibilities (Assistant Controller - Controller)
Manage full-cycle client accounting for an assigned book of business, including month-end close, eliminations & consolidations, preparing and booking journal entries, account reconciliations, and variance analysis
Prepare client financial statements, including thoughtful and value-added fluctuation analysis and budget vs. actual comparisons
Build and maintain financial models to help clients manage cash and make proactive operational decisions
Manage Accounts Receivable: invoicing, collections, contract review, and cash forecasting
Manage Accounts Payable: entry accuracy, timely payment, vendor management, and policy compliance
Process client payroll and general HR responsibilities, including onboarding, terminations, and benefits compliance
Utilize on-chain accounting tools to streamline processes and improve data accuracy; manage token accounting (token warrants and token compensation) for crypto-native clients
Set client accounting and tax policies; define and implement revenue recognition policies (ASC 606) as client needs require
Create and manage KPI dashboards for clients
Oversee client tax-related matters to ensure timely compliance, and support annual financial audits as needed
As scope and experience grow toward the Controller level, manage and mentor Attivo staff supporting the client book
Business Development Responsibilities
Own the full new-business sales cycle for Attivo, from first touch through signed engagement.
Managing warm-intro follow-up on referrals from VCs, accelerators, and existing clients
Maintaining CRM/pipeline hygiene — logging touches, tracking deal stages, and updating forecasts
Conducting discovery calls to understand a prospect's stage, pain points, and needs
Translating discovery findings into scoped service packages and fee structures
Delivering demos and walkthroughs showing prospects how Attivo works with similar-stage companies
Building and sending custom proposals
Negotiating scope, contract terms, and pricing through to close
Managing handoff from signed deal to onboarding: coordinating with delivery/accounting teams to confirm staffing capacity before committing to a deal
Maintaining relationships with VCs, accelerators, and founder communities to support ongoing referral flow
Attending occasional startup ecosystem events and client meeting
Participating in weekly pipeline reviews with leadership, covering deal stages, forecasted closes, and capacity needs
Candidate is expected to close 24 deals per year
Requirements
7+ years of progressive, full-cycle accounting experience spanning Assistant Controller to Controller-level responsibilities, including experience managing month-end close, client financial statements, and fluctuation analysis across multiple clients/entities
5+ years in a quota-carrying, new-business sales/business development role in B2B or professional services
Demonstrated full-cycle deal ownership — personally sourced, pitched, negotiated, and closed new clients independently, with specific deals/dollar figures
Existing network or track record selling into the startup/VC ecosystem (accelerators, VC firms, 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 (e.g., PowerPoint, Google Slides)
Solid understanding of GAAP; familiarity with ASC 606 revenue recognition a plus
Advanced+ Excel skills, including financial modeling, budget vs. actual analysis, and the ability to manipulate larger data sets; experience with SQL a plus
Software proficiency across a modern startup finance stack (e.g., QuickBooks Online, Xero, NetSuite, Brex, Ramp, Rippling, Gusto)
Preferred Experience
CRM proficiency (e.g., HubSpot)
Experience with Campfire, Rillet, or Carta
Experience with crypto accounting software (e.g., Bitwave, Cointracker, Tres) and reconciliation of on-chain transactions; 2+ years at a crypto-native company a plus
Prior experience building financial models and accounting policies/procedures from scratch
Exposure to specific verticals (SaaS, biotech, consumer, etc.) beyond general startup experience
Deep accounting/CAS product knowledge
Formal sales methodology training
Existing VC/accelerator relationships and public speaking/conference presence for lead generation
Experience implementing workflow automation or AI-enabled tools; familiarity with generative AI tools and automation platforms
Education
Bachelor’s degree in Accounting or Finance preferred; CPA or CFA preferred
Professional Attributes
Comfortable context-switching between detailed, technical accounting work and relationship-driven sales conversations
Self-directed and entrepreneurial — manages own pipeline and client deliverables without close supervision
Naturally relationship-oriented — builds trust quickly with founders and investors, while genuinely valuing the ongoing client relationship, not just the close
Resilient with rejection
Detail-oriented under pressure — protects accounting accuracy even when business development is heating up
Confident but not pushy — favors advisory-style selling over hard-sell tactics
Curious and adaptable — comfortable learning new tools, industries, and client situations quickly
Strong time management and prioritization instincts
Professional integrity and an entrepreneurial spirit, with a passion for helping companies scale