Account Executive, Mid-Market Customer Sales

Clio; Toronto; Hybrid; CAD 70,000 - 106,000; Full time

Benefits offered by this job

Hybrid work environment

20 days paid time off

$2000 annual counseling benefit

RRSP matching

RESP contributions

Clioversary recognition

Job summary

Clio is seeking a Mid-Market Customer Sales, Account Executive to manage a portfolio of high-value clients typically 20+ employees. You will drive expansion and retention, owning a book of business within Mid-Market accounts and collaborating with marketing, product, and customer success teams to deliver tailored solutions.

You will engage in product demos, negotiate complex amendments, and use Salesforce to manage opportunities.

Qualifications

• Minimum 4 years of sales experience including closing deals.
• 3 years of SaaS or technology company experience.
• Experience handling complex deal cycles with high-leverage customers.
• Experience running product demos.

Responsibilities

• Maximize revenue from existing accounts and negotiate expansion with minimal churn.
• Build strategic relationships with key decision-makers across accounts.
• Maintain a healthy pipeline and forecast opportunities in Salesforce and related tools.
• Use data insights to inform sales strategy and value communication to clients.
• Collaborate with Customer Success to ensure smooth transitions and ongoing value.

Skills

Sales experience

SaaS sales

Complex deals

Demos

Cold calling

Competitive mindset

Account planning

Collaborative

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:

As a Mid-Market Customer Sales, Account Executive at Clio, you will manage and nurture relationships with a portfolio of high-value customers, typically 20+ employees. You will own a book of business consisting of key Mid-Market accounts, and your primary responsibilities will include driving expansion retention and ensuring that Clio’s solutions continue to meet the evolving needs of your clients.

In this quota-bearing sales role, you will work cross-functionally with marketing, sales, product, customer success, and partnerships teams to ensure the growth and satisfaction of our Mid-Market Accounts. You will focus on creating long-term value and building strong relationships with key decision-makers to identify upselling, cross-selling, and expansion opportunities.

In this role, you will:

• Maximize Revenue from Existing Accounts: Focus on driving growth with our largest customers. Negotiate complex contract amendments and expansion agreements, maximizing revenue while minimizing churn and reduction
• Strategic Relationship Building: Develop and maintain relationships with key decision-makers and stakeholders across multiple levels within your accounts. Engage with clients regularly to ensure ongoing value, uncover expansion opportunities, and mitigate churn risks
• Pipeline Management: Maintain a healthy pipeline of opportunities within your accounts, tracking and forecasting accurately in Salesforce and other tools
• Data-Driven Decision Making: Use data and insights from both Salesforce and internal systems to inform your sales strategies, negotiate effectively, and communicate value to clients
• Collaboration with Customer Success: Work closely with Customer Success Managers to ensure smooth transitions, manage ongoing relationships, and provide a seamless experience for clients
• Solution Selling: Conduct virtual or in-person meetings with clients to deliver product demos, discuss potential product upsells, and develop tailored solutions to meet customer needs
• Become a Product Expert: Learn and stay updated on the Clio product suite to provide expert advice to clients on best practices and drive usage

What you’ll work on:

• Cross-selling and Upselling Clio products into our existing customer base
• Converting qualified opportunities using telephone, email and product demonstrations
• Using Salesforce.com to prioritize, organize, and set appointments for qualified leads and opportunities through View, Tasks and Calendar
• Paying close attention to key metrics, including the number of qualified leads and conversion rate at various stages of the funnel through paid accounts
• Working with Support, Account Managers, SDRs/BDRs, Customer Success Managers, Partner Account Managers and Sales Engineers to provide solutions to our customers
• Forecasting, negotiation and deal closures
• Developing business cases for customers
• Attending Industry events and visiting customers on-site
• Hunting and prospecting into existing customer accounts

What you must have:

• Minimum 4 years of sales experience, including closing deals
• 3 years of experience working in SaaS or other technology companies
• Experience working complex deal cycles with high-leverage customers
• Knowledge and passion for technology and cloud-based products;
• Previous experience running demos
• A competitive mindset
• Cold calling skills
• A coachable and collaborative nature
• Advocate for Clients: Pass client feedback and feature requests to our product teams and facilitate meetings with project managers to discuss potential product enhancements
• Account Planning: Develop and execute strategic account plans to ensure client satisfaction, retention, and growth

Preferred:

• Experience in the legal industry
• Experience selling an operating platform
• Experience in a hyper-growth environment
• Background in law, legal operations, or the legal services industry (e.g., attorney, paralegal, legal professional, or JD)
• JD or other legal education/background, with an interest in transitioning into a technology or sales career

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 with top-tier health benefits, dental, and vision insurance

• Hybrid work environment, with expectation for local Clions (Vancouver, Calgary, Toronto, Dublin and Sydney) to be in office minimum twice per week.

• Flexible time off policy, with an encouraged 20 days off per year.

• $2000 annual counseling benefit

• RRSP matching and RESP contribution

• Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years

The base salary range for this role is $70,400 to $105,600 CAD. with on-target earnings (OTE) of $140,800 to $211,200 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.