Account Executive Mid-Market | AI Workspace Libra

Wolters Kluwer; Milano; Ibrido; EUR 55.000 - 75.000; Tempo pieno

Descrizione del lavoro

Wolters Kluwer Libra division is seeking an Account Executive in Milan to drive growth among SMBs and mid-market law firms, selling AI-powered legal solutions. You will manage inbound leads, develop a strong pipeline, and collaborate with Legal Engineering and Customer Success to tailor demos and maximize value.

The role reports to Sales Directors and requires hands-on, commercially driven professionals who can articulate ROI and build compelling business cases for technology in a fast-paced,

Competenze

• 2–5 years of experience exceeding sales quotas in B2B SaaS, tech sales, or professional services.
• Experience selling to SMBs or mid-sized clients.
• Bachelor's degree in Business Administration or a related field.

Mansioni

• Manage the full sales cycle from discovery to close for SMB and mid-market customers.
• Handle inbound leads and identify new opportunities using market data.
• Collaborate with Legal Engineering to deliver tailored demos and AI use cases.
• Maintain a healthy pipeline and improve forecasting accuracy.
• Meet and exceed monthly and quarterly ARR targets.
• Work cross-functionally with Marketing and Customer Success to refine messaging.

Conoscenze

Communication

ROI articulation

Pipeline management

AI curiosity

Italian fluency

English fluency

Cross-functional teamwork

Ambition & drive

Formazione

Bachelor's degree

Descrizione del lavoro

As Account Executive, you will be working in our Legal & Regulatory division where we help legal and compliance professionals enhance productivity, mitigate risk, and solve complex problems confidently.

There are hundreds of thousands of lawyers across Europe - and at Libra, we're transforming how they work. Our AI platform combines deep legal reasoning with cutting edge generative technology, fundamentally changing how lawyers research, draft, and deliver legal work.

About The Role

As an Account Executive in your assigned region, you'll be on the frontlines of Libra's growth - driving sales & adoption among small and mid-sized law firms as well as lean in-house legal teams. You'll manage a mix of inbound leads and self-sourced pipeline, running the full sales cycle from first touch to close.

You'll collaborate closely with our Legal Engineering and Customer Success teams to tailor Libra's AI solutions to each client's unique workflows, ensuring every new customer experiences immediate impact. This role is ideal for someone who's hands-on, commercially driven, and excited to sell a product that genuinely transforms the way legal work gets done.

You will report to one of Libra's Sales Directors and work alongside a growing team of passionate professionals. Together, you'll foster a culture of performance, agility, and customer-centricity - laying the foundation for sustainable growth across the region.

What You'll Do

• Manage the full sales cycle for SMB and mid-market customers - from discovery to demo, negotiation, and close. In many cases close collaboration with the account managers of our content businesses that have a solid established relationship.
• Handle a steady stream of inbound leads while proactively identifying new opportunities through market and customer data-driven insights and sales enablement tools to optimize outreach and engagement strategies.
• Use data-driven insights and sales enablement tools to optimize outreach and engagement strategies.
• Develop a deep understanding of customers' pain points, daily workflows, and legal processes for driving sales based on the customer situation.
• Collaborate with Legal Engineering to deliver tailored demos and showcase real-world AI use cases.
• Maintain a healthy pipeline and apply structured qualification to improve forecasting accuracy and contributing to portfolio renewal.
• Consistently meet and exceed monthly and quarterly ARR targets.
• Work cross-functionally with Marketing and Customer Success to refine messaging and ensure smooth onboarding.
• Utilize a customer focused sales methodologies (eg. Challenger Sale) to qualify and advance complex deals.
• Contribute feedback and ideas to help improve and scale our SMB sales motion.

What you'll bring

Education

• Bachelor's degree in Business Administration or a related commercial field preferred

Experience

• 2-5 years of experience consistently exceeding sales quota in new B2B SaaS, tech sales, or professional services - ideally selling to SMB or mid-sized clients

Skills

• Strong communication skills and the ability to build trust quickly with legal professionals and business stakeholders.
• Ability to articulate ROI and build compelling business cases for technology.
• Structured and proactive - you manage your pipeline efficiently and close deals with confidence.
• Curiosity for AI, technology, and how they're transforming the legal profession.
Native-level proficiency in Italian and fluent English.
• Collaborative mindset - you thrive in cross-functional teams and fast-paced environments.
• Ambition, drive, and a desire to build something from the ground up.

Nice to have

• Legal background (law degree, law firm experience, or exposure to legal tech) is a plus - especially if you're ready to move from practicing law to helping others transform it.

Workingtogether

This is a hybrid role, where you will spend at least eight days a month at our office, where you'll enjoy the benefits of connecting and collaborating with your colleagues in person.

What We Offer

In just over a year, we've established ourselves as Europe's fastest-growing legal AI company by partnering with leading law firms, corporate legal departments, and publishers, As part of Wolters Kluwer's Legal & Regulatory Division, Libra is building the operating system for modern legal work - and you can help us write its next chapter.

Join us, at Wolters Kluwer, and be part of a global technology company that makes a difference every day. Be the difference. If making a difference matters to you, then you matter to us.

Our Interview Practices

To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we're getting to know you - not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.