Key Account Manager

Questel; United States; On-site; USD 90,000 - 170,000; Full time

Job summary

Questel is expanding its U.S. law firm market presence by growing the client base and managing the full sales cycle for its AI-driven solutions in IP workflows.

You will partner with law firms to identify opportunities, demonstrate value, and drive long-term relationships while collaborating with marketing, product, and customer success teams to ensure onboarding and ongoing support.

Qualifications

• Bachelor's degree or equivalent work experience preferred.
• Minimum 3 years' experience in a B2B account management environment, preferably in SaaS.

Responsibilities

• Manage the entire sales cycle from prospecting to closing deals, confidently demonstrating the value of our products.
• Build and maintain strong, long-term relationships with key law firms with open and regular communication.
• Track and report on the sales pipeline, forecasts, and maintain strategic account mapping.
• Work closely with internal teams, including marketing, product development, and customer success to help build and maintain our brand recognition, while ensuring seamless onboarding and ongoing support for clients.
• Monitor product adoption, usage, and engagement metrics to identify risks and opportunities.
• Stay informed about industry trends, competitor activities, and AI advancements in the legal sector and be able to align sales strategy accordingly.
• Actively contribute to organizational learning by providing and tracking prospect/client's feedback.
• Work on special projects and other duties as assigned by management.

Skills

New business hunting

SaaS sales

Law firms / IP industry

Negotiation

Communication skills

Willing to travel

Independent worker

Fluent English

Education

Bachelor's degree or equivalent

Job description

Position Overview:

Your main focus will be growing our client base in the U.S. law firm market - identifying new business opportunities and managing the full sales cycle. You will act as a strategic partner, finding ways to enhance their IP workflows and improve efficiency through our AI-driven solutions.

Principal Duties & Responsibilities:

• Manage the entire sales cycle from prospecting to closing deals, confidently demonstrating the value of our products;
• Build and maintain strong, long-term relationships with key law firms with open and regular communication.
• Track and report on the sales pipeline, forecasts, and maintain strategic account mapping;
• Work closely with internal teams, including marketing, product development, and customer success to help build and maintain our brand recognition, while ensuring seamless onboarding and ongoing support for clients;
• Monitor product adoption, usage, and engagement metrics to identify risks and opportunities.
• Stay informed about industry trends, competitor activities, and AI advancements in the legal sector and be able to align sales strategy accordingly.
• Actively contribute to organizational learning by providing and tracking prospect/client's feedback.
• Work on special projects and other duties as assigned by management.

Qualifications & Skills:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential function.

Education and Experience: Bachelor's degree or equivalent work experience preferred, with a minimum of 3 years' experience in a business-to-business account management environment, preferably in SaaS. In addition, any combination of education, professional experience, and training provides the following knowledge, skills, and abilities:

• Proven experience in hunting and closing new business, ideally within law firms, IP industry or SaaS sales;
• Excellent communication, presentation, and negotiation skills; experience in managing high-value contracts and long sales cycles is a plus;
• Self-motivated, goal-oriented, and comfortable working independently;
• Knowledge or keen interest in AI technologies and their applications in the legal or IP fields;
• Willingness to travel as needed to meet with prospect and clients, and attend industry events;
• Ability to understand complex law firms needs and be able to professionally address their concerns;
• Bachelor's degree or equivalent experience in business, law, technology, or related fields is preferred; and
• Fluent in English.

Supervision Received:

Supervision is provided by the Sales Manager.

Supervision Exercised:

None

Physical/Sensory/Mental Demands:

• Consistently standing and/or sitting with the ability to meet with other team members
• Consistently operating a computer and other office productivity machinery
• Remembering names and details
• Maintain confidentiality of all information that is or will be confidential and proprietary to Questel or Questel's clients

Additional Requirements:

• Verification of identity and criminal records check

Disclaimer

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.