Account Executive, Emerging Markets

Themis Solutions; Sydney; On-site; AUD 102,000 - 153,000; Full time

Benefits offered by this job

Health benefits

Hybrid work

20 days off

Clioversary

Job summary

Clio is seeking an Account Executive, Emerging Markets, to join the APAC Sales team in Sydney and drive Clio's expansion into emerging markets across Asia. You will build the go-to-market strategy, generate pipeline, and partner with Solution Engineers and Channel Partners to solve complex problems for law firms and legal teams.

You will thrive in a fast-growth environment, grow your business and customers, and deliver value-driven demonstrations while coordinating with cross-functional partners

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, 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.

Responsibilities

• Build and execute a go-to-market approach for priority emerging markets across Asia.
• Strategically move qualified opportunities through to close.
• Prospect and generate new pipeline with SDRs and Channel Partners.
• Manage your sales pipeline and forecast accurately in Salesforce.
• Qualify product fit in discovery calls and deliver value-based demos.
• Collaborate with Solution Engineers, Channel Partners, Product, Marketing and Customer Success.
• Develop business cases for prospects and negotiate deals to close.
• Navigate multiple decision makers to secure approvals.
• Share market insights to shape regional strategy.

Skills

B2B sales

SaaS sales

Channel partners

Hunter mindset

Salesforce

Tools

Salesforce

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're not 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

• 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 our SDR team and Channel Partners


• Managing your sales pipeline and forecast accurately in Salesforce


• Qualifying product fit in discovery calls and delivering value-based demonstrations, drawing on strong product knowledge and sales best practice


• Working with Solution Engineers, Channel Partners, Product, Marketing and Customer Success to deliver solutions for customers


• Developing business cases for prospects, creating compelling events and negotiating deals to close


• Navigating multiple decision makers, including partnership groups, managing partners and general counsel, to secure approvals


• Sharing market insights with the wider team to help shape Clio's regional strategy


• 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.