Account Executive, Mid-Market Customer Sales

Themis Solutions Inc.; Toronto; Hybrid; CAD 70,000 - 106,000; Full time

Benefits offered by this job

Hybrid work environment

Health benefits

RRSP matching

Job summary

Clio, a global leader in legal AI technology, is seeking a Mid-Market Customer Sales, Account Executive to manage a portfolio of high-value clients. You will drive expansion, retention, and cross-sell opportunities while coordinating with Marketing, Product, and Customer Success to deliver value.

You will build long-lasting relationships with decision-makers, conduct product demos, and leverage Salesforce to forecast and prioritize opportunities.

Qualifications

• 4+ years of sales experience including closing deals.
• Experience in SaaS or other technology companies.
• Experience with complex deal cycles with high-leverage customers.
• Knowledge and passion for technology and cloud-based products; previous demo experience.
• Competitive mindset and coachable, collaborative nature.

Responsibilities

• Maximize revenue from existing accounts and negotiate expansion opportunities.
• Develop and maintain relationships with key decision-makers and stakeholders across levels.
• Maintain a healthy pipeline of opportunities and forecast accurately in Salesforce.
• Use data and insights to inform sales strategy and communicate value to clients.
• Collaborate with Customer Success, Sales Engineers, and cross-functional teams to provide solutions.
• Deliver product demos and discuss potential product upsells to meet client needs.
• Become a product expert on Clio to guide adoption and usage.

Skills

Sales experience

SaaS experience

Demos

Cold calling

Relationship building

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 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.