Account Executive

Draftwise; San Francisco (CA); Remote; USD 225,000 - 275,000; Full time

Benefits offered by this job

Compensation: $225,000 - $275,000 OTE

Equity plan

Private medical care

Work-from-home stipend

Generous PTO / sick leave

Job summary

A rising legal tech firm is looking for an Account Executive to spearhead sales efforts. You will research and engage potential customers, predominantly within mid to large-sized law firms. The role includes generating leads, nurturing relationships, negotiating contracts, and collaborating with various teams. This position offers a fully remote work style and attractive benefits including a compensation package up to $275,000 OTE and equity options.

Qualifications

• 3-5 years of experience in B2B sales, preferably in legal tech.
• Proven track record of meeting sales targets and closing complex deals.
• Understanding of the legal industry and its challenges.

Responsibilities

• Identify and reach out to potential law firm customers.
• Build relationships with decision-makers in law firms.
• Negotiate contract terms to close deals.

Skills

B2B sales experience

Relationship building

Analytical skills

Communication skills

Tech-savvy

Tools

Salesforce

Linkedin Sales Navigator

Salesloft

Gong

Apollo

Job description

About DraftWise

DraftWise is building an innovative knowledge platform for the legal industry. Our core product unlocks for the first time the years of historic legal contracts that firms have negotiated for their clients. We use the latest in data management, machine learning and language analytics to help lawyers and legal professionals write better, safer contracts.

Our founding team is composed of former Palantir and Google engineers and an experienced lawyer from a top global law firm. Our highly talented team is designed to focus on building and delivering the best product in the industry, with the engineering, product and customer expertise to fulfill this promise. We are a fully remote company, though offer the option to cowork in our major cities in North America and Europe. Our global culture means we hire only the best from around the world and value people who are respectful of their colleagues, who support each other to achieve our shared goals and who pride themselves on delivering high-quality work.

While an early stage company, we are backed by Y-Combinator, Index Ventures, and leading VCfunds and are generating revenue from some of the biggest names in the industry, members of the Vault 10, Magic Circle, Am Law 100 and other rankings of law firms. Our company is growing extremely fast, with customers across multiple countries and more to come.

You will help our team grow with this rising demand and have a real impact on the most important law firms in the world.

Job Description:

As an Account Executive on our team, you will be responsible for researching, prioritizing and reaching out to potential customers, owning the sales process from initial discovery to closing and customer expansion. Working closely with DraftWise’s Head of Sales, you will be on the ground floor of a rapidly growing sales team, building relationships with executives at the world’s largest law firms.

Key Responsibilities:

• Lead Generation: Identify mid/large-sized law firms through networking, industry events, referrals, and outreach.
• Relationship Building: Establish and nurture relationships with key decision-makers, including partners and IT directors.
• Discovery: Understand client challenges and requirements to tailor solutions effectively.
• Negotiation and Closing: Negotiate contract terms and close deals to meet or exceed sales targets.
• Collaboration: Work with marketing, product, and customer success teams to support the entire customer lifecycle.
• Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging technologies.
• Reporting: Maintain accurate sales activity records and pipeline status using CRM tools.

Qualifications:

• Experience: Minimum of 3-5 years of experience in B2B sales, bonus points if you have legal background or have sold at an early stage legal tech company.
• Track Record: Proven track record of meeting or exceeding sales targets and closing complex high 5 figure and expanding to mid 6 figure deals.
• Industry Knowledge: Understanding of the legal industry and the unique challenges faced by law firms.
• Communication Skills: Excellent verbal and written communication skills with the ability to articulate complex concepts clearly and persuasively.
• Relationship Building: Strong interpersonal skills with the ability to build and maintain relationships at all levels of an organization.
• Analytical Skills: Ability to conduct thorough needs analysis and present tailored solutions to clients.
• Tech-Savvy: Proficiency with Salesforce, Salesloft, Gong, Linkedin Sales Nav, Apollo, etc.
• Exceptional communication and interpersonal skills, with a passion for building relationships and and meaningful connections
• An entrepreneurial spirit/experience with a strong growth mindset
• You are adaptable and comfortable with a fast-paced environment

Benefits:

• Compensation: $225,000 - $275,000 OTE
• All-remote work style.
• Equity plan
• Competitive salary
• Private medical care
• New laptop and a work-from-home stipend for necessary accessories
• Generous PTO / sick leave
• Opportunity to lead our company as we disrupt the legal world