Account Executive, Emerging Markets

Themis Solutions (Australia) Pty Ltd; Sydney; Hybrid; AUD 102,000 - 153,000; Full time

Benefits offered by this job

Hybrid work environment

20 days off per year

Top-tier health benefits

Uncapped commissions

OTE incentives

Job summary

Clio is seeking an Account Executive, Emerging Markets, to join the APAC Sales team in Sydney and drive Clio’s expansion into Asia’s emerging markets. You’ll lead go-to-market efforts, manage opportunities end-to-end, and partner with SDRs, Channel Partners, and cross-functional teams to close deals.

You’ll thrive in a fast-growth, high-velocity environment, building a scalable presence in new markets while delivering value to law firms.

Qualifications

• 5+ years of progressive experience in a B2B sales team.
• 2+ years closing new business in a SaaS sales role.
• Experience growing pipeline through channel partners.
• Multi-market sales experience, ideally exposure to Asian markets.
• Fluent English, both written and spoken.

Responsibilities

• Building and executing a go-to-market approach for priority emerging markets across Asia.
• Strategically working qualified opportunities through to close.
• Prospecting and generating new pipeline, in partnership with SDRs and Channel Partners.
• Managing your sales pipeline and forecast accurately in Salesforce.
• Qualifying product fit in discovery calls and delivering value-based demonstrations.
• Working with Solution Engineers, Channel Partners, Product, Marketing and Customer Success to deliver solutions.
• Developing business cases for prospects, creating events and negotiating deals to close.
• Navigating multiple decision makers to secure approvals.
• Sharing market insights to shape regional strategy.
• Consistently exceeding your annual sales quota.

Skills

B2B sales

SaaS sales

Channel partners

Multi-market sales

Fluent English

Self-driven

High performance

Job description

Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely. We are transforming the legal experience for all by bettering the lives of legal professionals while increasing access to justice.

Summary: We’re looking for an Account Executive to join our growing APAC Sales team in Sydney and lead Clio’s expansion into emerging markets across Asia. Our APAC team is driving Clio’s growth in some of the most exciting and fast-developing legal markets in the world. The team operates like a startup within a larger company, which means we experiment, learn quickly and blaze the trail for Clio in new markets. We’re looking for someone who wants to play a critical role in a close-knit, supportive team as we work towards becoming the market leader in legal technology worldwide.

What your team does:

As an Account Executive, Emerging Markets, you’ll be building Clio’s presence in largely untapped markets across Asia. You’ll focus on driving value for law firms and legal teams, generating pipeline, uncovering opportunities, evaluating product fit and partnering with Solution Engineers and Channel Partners to solve complex problems. This role will involve regular travel across the region for client meetings, events and partner engagements.

Who you are:

We aren’t looking for a traditional Account Executive. We’re looking for someone who thrives in a fast-growth, high-velocity environment and is energised by building something from the ground up. You’re eager to grow your business, your customers, your peers and yourself. You’ll be a trusted advisor, bringing a consultative mindset to every interaction and driving meaningful change for your customers and peers.

What you’ll work on:

• 1. Building and executing a go-to-market approach for priority emerging markets across Asia
• 2. Strategically working qualified opportunities through to close
• 3. Prospecting and generating new pipeline, in partnership with our SDR team and Channel Partners
• 4. Managing your sales pipeline and forecast accurately in Salesforce
• 5. Qualifying product fit in discovery calls and delivering value-based demonstrations, drawing on strong product knowledge and sales best practice
• 6. Working with Solution Engineers, Channel Partners, Product, Marketing and Customer Success to deliver solutions for customers
• 7. Developing business cases for prospects, creating compelling events and negotiating deals to close
• 8. Navigating multiple decision makers, including partnership groups, managing partners and general counsel, to secure approvals
• 9. Sharing market insights with the wider team to help shape Clio’s regional strategy
• 10. Consistently exceeding your annual sales quota, and being well rewarded for doing so

What you may have:

5+ years of progressive experience in a B2B sales team, or equivalent experience

2+ years closing new business in a SaaS sales role, ideally managing a high volume of deals through a fast-paced sales cycle

Experience growing pipeline through channel partners, with a hunter mindset and a track record of winning new logos

Multi-market sales experience, ideally with some exposure to Asian markets

Fluent English, both written and spoken

A highly passionate and self-driven approach

A track record of high performance in previous roles

Serious bonus points if you have:

• Experience in the legal industry, or selling to professional services firms
• Experience launching or scaling a product in a new market
• Experience in a hyper-growth environment
• Proficiency in one or more additional Asian languages

What you will find here:

Compensation is one of the main components of Clio’s Total Rewards Program. We have developed a series of programs and processes to ensure we are creating fair and competitive pay practices that form the foundation of our human and high-performing culture. Some highlights of our Total Rewards program include:

• Competitive, equitable salary (exclusive of superannuation) with top-tier health benefits
• Hybrid work environment, with expectation for local Clions (Vancouver, Calgary, Toronto, Dublin and Sydney) to be in office min. twice per week. Flexible time off policy, with an encouraged 20 days off per year. Exclusive of superannuation Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years
• The base salary range for this role is $101,700 to $152,500 AUD. with on-target earnings (OTE) of $203,400 to $305,000 at 100% attainment.
• All commission eligible roles have a set base/variable pay mix depending on role, and are eligible for uncapped commissions.
• Variable compensation is not guaranteed and will depend on individual, team, or company performance.
• Initial placement within the range is informed by geographic region, experience, and skillset, with room to progress as impact and tenure grow.
• Final offer amounts will vary based on candidate profile.

Diversity, Inclusion, Belonging and Equity (DIBE) & Accessibility

Our team shows up as their authentic selves, and are united by our mission. We are dedicated to diversity, equity and inclusion. We pride ourselves in building and fostering an environment where our teams feel included, valued, and enabled to do the best work of their careers, wherever they choose to log in from. We believe that different perspectives, skills, backgrounds, and experiences result in higher-performing teams and better innovation. We are committed to equal employment and we encourage candidates from all backgrounds to apply. Clio provides accessibility accommodations during the recruitment process. Should you require any accommodation, please let us know and we will work with you to meet your needs.

Learn more about our culture at clio.com/careers

We’re a Human and High Performing AI company, meaning we use artificial intelligence to improve all of our operations. In recruitment, AI helps us streamline the process for greater efficiency. However, we've built our systems to ensure that a human always reviews AI-generated output, and we never make automated hiring decisions.

Disclaimer: We only communicate with candidates through official @clio.com email addresses.

About Clio

Clio is on a mission to transform the legal experience for all. Clio is the global leader in legal AI, building the platform that powers the future of legal work. With the scale, data, and ambition to redefine how the legal industry operates, we are advancing a comprehensive strategy that spans the full lifecycle of legal work—from knowledge and insight to execution and outcomes. At the center of this vision is the Intelligent Legal Work Platform, the legal industry’s first System of Action. By combining Clio’s core product suite with Clio Work and AI-native capabilities, the platform turns information into insight and insight into action. As we expand into the enterprise, Clio for Enterprise extends this foundation to support the complexity, scale, and operational rigor of global organizations through solutions like Clio Operate and Vincent by Clio. Backed by industry-leading data and intelligence, Clio is building the infrastructure that enables legal teams to operate with greater speed, confidence, and impact. Clio’s leadership and momentum have been recognized globally. In 2022, we achieved Centaur status, a milestone reached by fewer than 200 private SaaS companies worldwide. We are a proud honoree of the Forbes Cloud 100 and Fortune’s Future 50, have been named Innovator of the Year, and are a Platinum Club member of Canada’s Best Managed Companies. We are consistently recognized as one of Canada’s Top 100 Employers and a Top Employer for Young People, with our international offices also earning placements on Great Place to Work’s Best Workplaces lists. Headquartered in Vancouver, Canada, Clio has grown to more than 2,000 employees across offices in Toronto, Calgary, Dublin, Manchester, Sydney, Barcelona, and Bogotá—bringing together diverse perspectives to solve one of the world’s most complex and impactful professional challenges. Join Clio and help define the future of legal work through AI. Learn more at clio.com/careers.