Enterprise Account Executive (020B939)

Referment; San Francisco (CA); On-site; USD 120,000 - 190,000; Full time

Job summary

Referment is seeking an experienced Enterprise Account Executive to lead a named territory for its legal tech sales efforts. You will own the end-to-end process from initial outreach to pilot, close and expansion, engaging law-firm owners and COOs.

This full-cycle role emphasizes building a strong pipeline, running structured pilots, and crafting compelling business cases that translate operational challenges into clear financial value.

Qualifications

• Five+ years of B2B software sales with enterprise closing experience.
• Proven track record of winning multi-stakeholder deals and long sales cycles.
• Strong self-generated pipeline and new-logo territory development.
• Experience running structured pilots or proofs of concept.
• Excellent discovery, judgement, and executive communication.
• Disciplined qualification, forecasting, and weekly performance tracking.
• Able to travel regularly for client meetings and events.

Responsibilities

• Build and manage a named enterprise territory from first outreach through pilot, close and expansion.
• Generate new-logo pipeline through focused account planning and discovery.
• Design structured pilots using a prospect's workflows and records with measurable success criteria.
• Develop business cases for senior stakeholders linking the solution to outcomes.
• Navigate long, multi-year deals with appropriate commercial ramps.
• Maintain accurate pipeline and forecast information for weekly reviews.
• Partner with Customer Success on handovers and identify expansion opportunities.
• Represent the business at industry conferences and client meetings with travel 25–40%.

Skills

New-logo sales

Enterprise software sales

Pipeline development

Forecasting

Executive communication

Account planning

Tools

Salesforce

POC design

Discovery

Job description

Referment is working with a legal technology company that helps plaintiff-side law firms automate time-intensive case preparation and medical-record workflows. The business is expanding its enterprise sales coverage and is looking for an experienced new-logo seller to develop a named territory of large law firms.

This is a full-cycle role spanning prospecting, discovery, structured pilots, commercial negotiation and account expansion. You will work directly with law-firm owners, COOs and technology leaders, translating operational challenges into a clear business case around case duration, cash-flow timing and staff throughput. The role combines hands-on pipeline generation with complex, multi-stakeholder deal execution.

The Role

• Build and manage a named enterprise territory from first outreach through pilot, close and expansion.
• Generate new-logo pipeline through focused account planning, disciplined prospecting and strong discovery.
• Design structured pilots using a prospect's own workflows and records, agreeing measurable success criteria before launch.
• Develop business cases for senior operational and executive stakeholders, connecting the solution to commercial and workflow outcomes.
• Navigate long, multi-party sales cycles and structure multi-year agreements with appropriate commercial ramps.
• Maintain accurate pipeline and forecast information, bringing clear evidence and next steps to weekly reviews.
• Partner with Customer Success on effective handovers and identify expansion opportunities across related case-service workflows.
• Represent the business at industry conferences and in client meetings, with regular travel of approximately 25–40%.

What We're Looking For

• At least five years of B2B software sales experience, including three or more years in an enterprise closing role with a personal quota.
• A strong record of winning complex, multi-stakeholder deals with sales cycles of six months or longer.
• Demonstrable strength in self-generated pipeline and new-logo territory development.
• Experience running structured pilots or proofs of concept, beyond standard product demonstrations.
• Excellent discovery, commercial judgement and executive communication skills.
• A disciplined approach to qualification, forecasting and weekly performance measurement.
• Willingness and ability to travel regularly for client meetings and industry events.

Desirable Experience

Experience selling into law firms, healthcare or insurance would be useful, but it is not essential where you can show success with technical or workflow-led enterprise software.

This could suit an Enterprise Account Executive who enjoys building a territory, creating their own pipeline and using evidence-led pilots to win complex agreements with senior buyers.