Account Executive

APT Search; Sydney; Hybrid; AUD 150,000 - 230,000; Full time

Job summary

APT Search is seeking an Account Executive to drive eDiscovery and legal technology sales in Sydney, operating within a hybrid work model. You will own an enterprise territory and manage engagements with law firms, corporate legal departments, and litigation service providers.

The role requires a proven track record in closing multi‑stakeholder deals, a live network across litigation support and legal ops, and the ability to navigate complex procurement and regulatory considerations.

Qualifications

• Proven success selling eDiscovery or legal tech to large firms.
• Experience with enterprise sales cycles and multi‑stakeholder buying groups.
• Strong network in litigation support and corporate legal operations.
• Familiarity with MEDDPICC or MEDDIC frameworks.

Responsibilities

• Own and grow a defined territory of enterprise accounts across law firms, corporate legal and litigation support providers.
• Build and execute an annual territory plan covering net‑new logos and expansion in existing accounts, including Am Law and Global 100 firms.
• Run the full sales cycle from qualification through to contract execution and handover.
• Lead commercial and contractual negotiation, building proposals that protect margin and address procurement requirements.
• Represent the platform at legal technology events and conferences.

Skills

eDiscovery knowledge

Enterprise sales strategy

Stakeholder management

Negotiation

CRM / pipeline management

Tools

MEDDPICC

MEDDIC

Challenger sales

Job description

Account Executive (eDiscovery / Enterprise Sales / Legal Technology)

Location: Sydney - Hybrid

Eligibility: Citizens or permanent residents, no sponsorship offered

We're partnering with a global legal technology software company to hire a Sales Executive for their Sydney office. You'll own an enterprise territory selling their platform into law firms, corporate legal departments, litigation support providers and eDiscovery service organisations.

This is a full-cycle, senior individual contributor role with a high degree of autonomy. It suits someone who already knows the legal technology buying cycle, has a live network across litigation support and legal operations, and can hold their own in the same conversation with a review counsel and a General Counsel.

Responsibilities

• Own and grow a defined territory of enterprise accounts across law firms, corporate legal and litigation support providers
• Build and execute an annual territory plan covering net-new logos and expansion in existing accounts, including Am Law and Global 100 firms
• Run the full sales cycle from qualification through to contract execution and handover
• Apply a structured qualification methodology (MEDDPICC or equivalent) to manage stakeholder consensus and move complex deals through procurement and legal approval
• Build executive-level relationships across each account, from litigation support and review managers through to General Counsel and C-suite
• Maintain a pipeline sufficient in volume and quality to meet and exceed quota, with accurate CRM data and forecast commitments at all times
• Lead commercial and contractual negotiation, building proposals that protect margin and address legal-specific procurement requirements
• Direct pre-sales engineers, product specialists and executive sponsors at the right points in the cycle to strengthen the business case and handle technical, workflow and commercial objections
• Represent the platform at legal technology events, conferences and association forums (ILTACON, Legaltech, regional bar association events)

Requirements

• Demonstrated success selling eDiscovery, legal technology or litigation support software on extended enterprise sales cycles
• Track record of closing high-value, multi-stakeholder agreements with law firms, corporate legal departments or litigation service providers
• Existing network across litigation support professionals, eDiscovery counsel, General Counsel and legal operations leaders that opens doors from day one
• Deep working knowledge of eDiscovery workflows: data collection, processing, culling, review and production
• Practical experience applying MEDDIC, MEDDPICC, Challenger or an equivalent framework to deals spanning multiple quarters, firm budget cycles or corporate procurement rounds
• Ability to adapt approach and value proposition across litigation support staff, review counsel, legal operations and General Counsel

Nice to Have

• Prior experience selling into Am Law 200 firms, Global 100 firms or large corporate in-house legal teams, including familiarity with preferred vendor programmes and rate card expectations
• Working knowledge of regulatory and compliance-driven discovery obligations such as GDPR, SEC or DSAR workflows
• Active participation in legal technology bodies such as ILTA, ACEDS or regional equivalents