Strategic Account Executive

Fathom Talent Group; Toronto; Hybrid; CAD 125,000 - 250,000; Full time

Benefits offered by this job

Hybrid work model

Strong benefits

Mental health days

Tuition reimbursement

Volunteer days

Global ESG programs

Job summary

Fathom Talent Group is seeking an experienced Strategic Account Executive to own a high-value Ontario portfolio. You will manage 50–100 enterprise accounts with a $1M quota, focusing on cross-sell, upsell, and a substantial net-new component, while operating at the C-suite level.

The role combines strategic multi-threaded deals with fast transactional opportunities, requires deep legal tech familiarity, and offers hybrid work with travel 10–20%.

Qualifications

• 10+ years of enterprise software sales experience and track record of managing complex, high-value accounts.
• Proven ability to sell into Corporate Legal, General Counsel and executive buyers.
• Proactive outbound hunter mentality; not waiting for leads.
• Consultative and solution-oriented: map pains to solutions.
• Formal sales methodology training (Sandler, MEDDIC, Challenger, Miller Heiman) is a plus.
• Proficiency in Salesforce, Gong, LinkedIn, MS Office, and AI-assisted selling tools.

Responsibilities

• Develop and execute multi-year account strategies for enterprise Corporate Legal customers.
• Influence C-Suite and Board-level stakeholders across Legal, Operations, Finance, IT, and leadership.
• Lead complex, multi-threaded sales cycles with long buying timelines.
• Drive insight-led conversations to uncover deep business needs and align high-value solutions.
• Build and progress a robust pipeline of transactional and long-cycle opportunities.
• Coordinate cross-functional account teams to deliver cohesive engagements.
• Identify expansion opportunities within accounts to increase adoption and value.
• Use Salesforce, Gong, LinkedIn to manage pipeline and forecast accurately.

Skills

Enterprise sales

C-suite selling

Multi-threading

Outbound hunter

Consultative selling

Sales methodologies

Sales tools

Education

LL.B or legal background

Tools

Salesforce

Gong

LinkedIn

MS Office

AI-assisted selling tools

Job description

Compensation - $125K base and $125K bonus - $250K

Quota - $1M

top - 50 accounts

THE OPPORTUNITY

A global enterprise software organization is hiring a Strategic Account Executive to own and grow a portfolio of 50-100 enterprise accounts across Ontario. This is the highest-complexity, highest-value individual contributor role on the team - a distinct tier above the other reps in the group, carrying a $1M quota against their $600-700K. The mandate is expansion-led - roughly 60% cross-sell and upsell into an installed base, with a meaningful 40% net new logo component. You will sell into Corporate Legal departments and General Counsel offices, and into adjacent functions including Finance, IT, and Procurement. The portfolio spans a mature suite of legal research, matter management, workflow, and AI-assisted solutions used daily by in-house legal teams. The role operates at C-Suite and Board level and requires an enterprise seller who can run long, multi-threaded buying cycles alongside fast transactional deals - often simultaneously.

THE ROLE

Reporting To Sales Manager, reporting into the VP Sales Manager’s StyleLeads by example; empowering and empathetic

Team A small team of quota-carrying reps, the majority of whom are currently overachieving. This is the only 'Strategic' seat on the team - a distinct tier above the other reps, who carry $600-700K quotas. Accounts 50-100 enterprise accounts across Ontario - Banking, Insurance, Retail, and Telco verticals

Mix60% expansion (cross-sell / upsell) | 40% net new

logoDeal Sizes$15-20K transactional | $2-3M strategic

Close Rate 25-30%

Buyers - Corporate Legal departments and General Counsel offices, plus adjacent functions including Finance, IT, and Procurement - operating at C-Suite and Board level

Travel 10-20%, within region

Working ModelHybrid - a blend of in-office and home. Most clients are located downtown, so the expectation is to be in the office or with clients a few days a week.

RESPONSIBILITIES

• Develop and execute multi-year account strategies for enterprise Corporate Legal customers, focused on ARR expansion and net revenue retention (NRR)
• Engage and influence C-Suite and Board-level stakeholders, positioning the organization as a strategic partner across Legal, Operations, Finance, IT, and executive leadership
• Lead complex, multi-threaded sales cycles - navigating large organizations with multiple stakeholders and extended buying timelines
• Drive insight-led, consultative conversations that uncover deep business needs and align tailored, high-value solutions
• Build and progress a robust pipeline of both transactional and long-cycle strategic opportunities
• Orchestrate cross-functional account teams - pre-sales, product specialists, customer success, and leadership - to deliver cohesive, high-impact engagements
• Identify and execute expansion opportunities within accounts, increasing solution adoption, depth, and long-term customer value
• Leverage Salesforce, Gong, LinkedIn, and AI tools to manage pipeline, track contacts, and drive proactive outbound activity
• Provide accurate forecasting and strategic account insight to sales stewardship

WHAT THEY’R

• FOR10+ years of enterprise software sales experience, with a proven track record managing complex, high-value accounts and exceeding quotaDemonstrated ability to sell into Corporate Legal, General Counsel, and executive-level buyers - ideally into large enterprise accounts such as banks or financial institutionsLegal tech background strongly preferred; someone who has passed the bar and moved into technology is a compelling profileStrong multi-threading ability - can navigate org charts, build champions, and manage complex internal buying groups
• Proactive, outbound hunter mentality - this is not a role for someone who waits on leads
• Consultative and solution-oriented: understand the pain, then map the solution
• Formal sales methodology training an asset (Sandler, MEDDIC, Challenger, Miller Heiman)
• Proficiency in Salesforce, Gong, LinkedIn, MS Office, and AI-assisted selling toolsAn LL.B or legal background is considered a strong differentiator

WHY THIS ROLE

• A long-established brand with deep institutional trust - clients rely on the platform for content, research, security, and ecosystem cohesion in a single environment
• A genuine content moat: the flagship research and workflow products are embedded in how enterprise legal teams work day to day, which underwrites the expansion motion
• Strategic transformation underway - new sales leadership is actively moving the team toward a proactive, modern selling culture with empowered reps
• The only 'Strategic' AE seat on the team: $1M quota and true enterprise scope against $600-700K for every other rep in the group
• Hybrid working model, strong benefits, mental health days, tuition reimbursement, volunteer days, and global ESG programs
• A large, stable, global employer with a credible platform and real internal career progression