Account Executive (Mid-Market)

Nexl Pty Ltd; Utah; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical, dental, 401(k)

Nexl ESOP

Birthday leave

Parental leave

Four weeks foreign work option

Hybrid work model

Job summary

Nexl Pty Ltd is seeking an Account Executive to win new mid-market law firms across the US, working from our Utah hub a few days a week. You will run discovery, demos, business cases, negotiation, and close deals with multiple stakeholders in firms ranging from 75 to 500 employees.

You’ll source opportunities via our outbound BDR team and your own network, building ROI-based business cases to win budget and sign-offs. Expect a dynamic, AI-driven sales process in a growth-focused environment.

Qualifications

• 3+ years as a quota-carrying AE in B2B SaaS with a track record of hitting target.
• Closed mid-market deals at scale (high five to low six figures in annual contract value).
• Experience closing deals with multiple decision makers over multi-month cycles.

Responsibilities

• Own full sales cycle from discovery to close for mid-market law firms.
• Map buying group and move all stakeholders through the cycle.
• Manage a healthy pipeline with 4.5x quarterly target coverage.

Skills

Quota-carrying AE

Mid-market deals

Discovery skills

Executive-level presentation

Business case development

AI tooling in sales

Pipeline development

Tools

HubSpot

Clay

Apollo

LinkedIn Sales Navigator

Job description

You’ll win new mid-market law firms for Nexl across the US, typically firms with 75 to 500 people, running deals end to end from first discovery call to signed contract. Our platform helps firms see the relationships across their business and turn them into new work, and you’ll be the one showing them how.

Law firms buy differently. In mid-market firms, you’ll usually start with a marketing or BD leader running a small team, who sees the problem clearly but needs partners and firm leadership to say yes. Many of these firms are working from spreadsheets or a legacy CRM, so you’re often selling a new way of working, not just a new tool. The deals that close are the ones where you understand the firm’s growth goals and build a business case partners believe in.

Deals run on roughly a 6-month cycle, so you’ll juggle a healthy number of active opportunities at once. Most of your meetings come from our outbound BDR team, and you’ll source your own too. You’ll work from our Utah hub a few days a week, alongside other sales team members. Mid-market firms are where Nexl wins most and where our customers stay longest, so you’ll be selling where we’re strongest. If you like consultative deals with real momentum and want to own your part of the US market, this role is for you.

What You’ll Own & Do

• Full sales cycle:Run discovery, tailored demos, business cases, negotiation, and close with mid-market law firms, keeping deals moving at mid-market pace.
• Multi-stakeholder deals: Map the buying group early (marketing and BD leaders, partners, IT, and the managing partner) and keep every one of them moving.
• Pipeline management: Run a full book of concurrent opportunities, prioritizing the deals most likely to close and keeping every next step clear.
• Business cases:Build ROI-led business cases that help your champion win budget and sign-off from partners.
• Pipeline generation: Work meetings booked by our BDR team and leads from Marketing, and hit your own pipeline targets through outbound, referrals, and industry events.
• Quota & forecast: Own and hit your new business quota, and call your forecast accurately each week.
• AI in your workflow:Use AI to research firms, personalize outreach, prepare for calls, and keep HubSpot up to date.
• Clean handoffs:Hand new customers to Client Services with full context so onboarding starts strong.
• Market feedback:Share what you hear from US firms with Product and Marketing to sharpen how we build and sell.

What We're Looking For

Must haves:

• 3+ years as a quota-carrying Account Executive in B2B SaaS, with a track record of hitting target.
• You’ve closed mid-market deals, ideally around mid-high five figures to low six figures in annual contract value, and managed a full pipeline of them at once.
• Experience closing deals with several decision makers and multi-month sales cycles.
• Strong discovery skills. You understand the problem before you show the product.
• Comfortable presenting to senior leaders and holding your own with skeptical, detail-focused buyers.
• You write business cases and follow-ups clear enough for your champion to forward internally as they are.
• You use AI tools every day to research, write, and manage your pipeline.
• You create pipeline yourself rather than relying only on what’s booked for you.

Nice to haves

• Experience selling into law firms, accounting firms, or other professional services businesses.
• Experience selling CRM, data, or revenue intelligence software, especially replacing spreadsheets or a legacy system.
• Familiarity with MEDDICC or a similar qualification framework.
• Experience with HubSpot, Clay, Apollo, or LinkedIn Sales Navigator.

What Success Looks Like

• First 90 days:You know our product and the US legal market, you’re running your own demos, and you’ve built your first pipeline.
• By six months: You’re fully ramped, closing deals, and keeping pipeline coverage at 4.5x your quarterly target.
• By 12 months: You’ve hit 100% of your annual quota, and your forecast is one the Head of Sales relies on.

Life at Nexl

• Hybrid working. You’ll be in our Utah hub a few days a week for collaboration.
• Comprehensive US benefits package including medical, dental, and 401(k).
• Nexler top-up days. We top up your paid time off so you get at least 20 days a year.
• Work from anywhere. Spend up to four weeks a year working from outside the US.
• Birthday leave. Take a paid “Nexl Day” during the week of your birthday.
• High growth. A scaling environment with autonomy, ownership, and visible impact.
• ESOP. Employee stock options so you share in the upside.
• Parental leave. Paid leave to support you and your family as it grows.
• Transparent by default. Fortnightly all-hands with strategy, metrics, wins, and learnings.
• Purposeful connection. A jam-packed social scene with multiple socials, team off-sites, and events throughout the year to bring everyone together.
• Tools & tech. Modern, AI-first ways of working to help you move faster and smarter, plus a work laptop.