Enterprise Account Executive

Kollective Group; United States; Remote; USD 265,000 - 310,000; Full time

Job summary

A fast-growing startup is seeking an Enterprise Account Executive to manage sales for corporate legal departments. This role involves collaborating with senior stakeholders, understanding client needs, and executing sales strategies. The ideal candidate has extensive experience in technology sales and a consultative approach to selling.

Benefits

Competitive salary & equity

Insurance coverage

401K savings

20 days PTO

Remote working arrangements

Personal learning & development budget

Qualifications

• 8+ years in technology sales or account management.
• Proven track record of managing complex sales cycles.

Responsibilities

• Manage the full lifecycle of sales for enterprise prospects.
• Conduct thorough research and discovery to qualify potential prospects.

Skills

Consultative selling

Listening skills

Technical acumen

Creative

Self-motivated

Education

Formal training in sales

Tools

CRM

Job description

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Our client is looking to hire a Enterprise Account Executive who will be responsible for managing the full lifecycle of sales for the largest prospects. In this context, "enterprise" refers to corporate legal departments with 30 or more lawyers and typically businesses with 5,000+ employees.

You will be involved in every step of the sales process, from initial discovery and qualification to negotiating and closing the deal. Your role will require understanding prospects’ needs, pains, and desired business outcomes, and aligning the value proposition to address those specific needs.

In this role, your focus will be on the "Legal Service Hub," which includes Matter Management, AI Chat, and Workflows. You will collaborate with senior stakeholders such as Chief Legal Officers, General Counsels, or Legal Operations leaders from enterprise companies to create a unified legal front door, improving visibility and driving efficiencies across the business. This position will have both inbound and outbound pipeline responsibilities. Inbound leads will be driven by the marketing team, events, and partnerships, while outbound leads will be driven through your own proactive outreach.

This is a well-established market for the solution, but as a fast-growing startup, the company has only recently expanded in North America. Please apply if you love building something new, thrive in autonomous environments, and are driven to learn and continuously improve.

Responsibilities:

• Report directly to the Global SVP of Revenue and work closely with the Co-Founders and Senior Management to not only build pipeline and deliver excellent sales results but also help shape and define enterprise sales strategies for the future.
• Conduct thorough research and discovery to qualify potential enterprise prospects.
• Engage with in-house legal teams to understand their business challenges, pain points, and goals.
• Clearly convey how the solutions can address prospects’ specific needs and deliver measurable business outcomes.
• Position the solution against other alternatives, including internal tools.
• Manage and nurture meaningful relationships with prospects.
• Work an inbound funnel of leads from marketing, events, and partnerships.
• Work an outbound funnel of cold leads that you source through research, executing a multi-step outreach strategy to convert cold leads into opportunities.
• Collaborate with internal teams, including marketing, product, and customer success.
• Develop and maintain strong relationships with key customer stakeholders.
• Execute pre-sale trials, discovery workshops, and business case development to ensure deals close at a high rate and that there is a seamless transition from sales to customer success.
• Forecast, manage, execute, and report on your sales plan.
• Maintain accurate and up-to-date records of all sales activities and communications in the CRM.
• Meet or exceed quarterly sales targets.
• Develop and maintain a professional and personal brand within the legal and legal ops community as a key representative of the organization.
• Create an effective feedback loop of prospect insights and best practices to help optimize the go-to-market strategy for this segment.

Requirements:

• 8+ years of experience in technology sales or account management, with a proven track record of managing complex sales cycles and delivering results. Experience in business-to-business SaaS is essential.
• A solid sales foundation built through formal training and practical experience.
• A proven track record of consistently meeting or exceeding sales quotas, while displaying enthusiasm and passion for the work.
• Comfortable owning 7-figure quotas, with the skills and abilities required to handle the highest quotas in the company. Thrives under pressure to perform.
• Consultative selling approach, with great listening skills, and believes transparency and radical honesty are more effective than perfection.
• A deep understanding of the challenges facing legal teams, and identifying opportunities for efficiencies and operational improvements. Prior experience as a lawyer or legal operations professional is a plus.
• Strong technical acumen, with experience demoing software solutions and managing trials independently. While support will be available from sales engineers, this is a highly technical problem and solution.
• Creative, driven, and with a strategic vision to help potential customers envision a “better future” with the solution.
• Willingness to consistently go above and beyond for the team and challenge the status quo to drive improvements.
• Self-motivated, relentless, organized, and determined to overcome obstacles.
• Able to balance short-term and long-term revenue objectives while balancing reactive customer demands with a proactive mindset.
• Proven ability to thrive in an entrepreneurial environment that embraces rapid change and disruption.
• Demonstrated success in managing complex projects with multiple stakeholders.
• Proven success in maintaining strong, long-lasting relationships and inspiring trust and confidence in others.
• Outcome-oriented, adaptable, collaborative, memorable, and personable.
• Takes full ownership of the success of prospects and makes decisions with a focus on ensuring a positive experience and customer satisfaction.
• Competitive salary & equity
• Insurance coverage
• 401K savings
• 20 days PTO
• Remote working arrangements
• Personal learning & development budget

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Engineering

• Industries

  Software Development

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