Mid-Market Account Executive

Affinity Consulting; United States; Remote; USD 80,000 - 120,000; Full time

Benefits offered by this job

Health & dental coverage

401(k) matching

Disability & life insurance

Employee assistance program

Fitness budget

Flexible vacation

Remote-friendly environment

Job summary

Affinity Consulting Group is seeking an Account Executive to help law firms discover solutions through thoughtful questioning and relationship-building. You will guide clients from discovery to signed engagements, coordinating with our experts to tailor proposals and win complex deals.

In this fully remote role, you’ll manage a consultative sales pipeline, collaborate with senior consultants, and maintain accurate CRM records.

Qualifications

• 3–5+ years of B2B sales experience in professional services or tech.
• Experience with complex sales cycles and multiple stakeholders.
• Proven track record of meeting or exceeding targets.
• Familiarity with MEDDPICC, BANT, Challenger, or similar frameworks.

Responsibilities

• Lead discovery conversations with law firms to understand challenges.
• Develop and own end-to-end sales process from outreach to close.
• Collaborate with consultants to tailor proposals.
• Maintain accurate CRM and forecast.

Skills

B2B sales

Consultative selling

Pipeline development

Relationship building

Multistakeholder coordination

CRM management

Prospecting

Tools

HubSpot CRM

Salesforce

Job description

Great at Sales? Even Better at Asking Questions?

Does this sound like you?

• You're an experienced B2B sales professional who enjoys building relationships, asking thoughtful questions, and helping clients find solutions to complex challenges.


• You thrive in a consultative sales environment where success comes from understanding your clients' needs, not just delivering a great pitch.


• You're comfortable managing a longer sales cycle, working with multiple decision-makers, and collaborating with subject matter experts to develop the right solution.


• And you're motivated to build your own pipeline, stay organized, and follow through on every commitment.

If this sounds like you, you may be our next Account Executive!

Who We Are

At Affinity Consulting Group, we help law firms work smarter through technology, improved processes, and strategic consulting. From legal technology implementations to workflow improvements and training, we help our clients make meaningful changes in how they operate.

We're a collaborative team of consultants, technology experts, and business professionals who care about delivering excellent service and building lasting client relationships.

At Affinity, you'll find:

• Meaningful client relationships. You'll work with law firms looking for solutions to real business challenges, not just another product to purchase.


• A collaborative team. You'll partner with experienced consultants and subject matter experts who help you deliver the right solutions.


• A variety of opportunities. Our services span technology, operations, training, and strategic consulting, giving you plenty of ways to help clients succeed.


• A supportive, remote work environment. We value accountability, curiosity, collaboration, and people who take ownership of their work.

And here's what you WON'T find:

• A high-pressure, transactional sales environment focused on quick closes.


• An expectation that you know every technical detail of the services you're selling.


• A role where you're simply handed leads and expected to process orders.

What You'll Do

You’ll help law firms figure out what they actually need, even when they’re not quite sure themselves.

Maybe a firm comes to us asking for AI training, new software, or help improving its billing processes. Your job isn't just to send a proposal. It's to ask the right questions, understand what they're trying to accomplish, and bring in the right people to help.

You’ll own the sales process from the first conversation through the signed agreement, building relationships, identifying opportunities, and keeping everything moving along the way.

A Closer Look at the Role

We're looking for someone who brings:

• 3–5+ years of B2B sales experience, ideally selling professional services, consulting, legal technology, IT services, or similarly complex solutions.


• Experience managing consultative sales cycles involving multiple stakeholders and decision-makers.


• A proven track record of meeting or exceeding sales targets.


• Familiarity with structured sales qualification methods such as MEDDPICC, BANT, Challenger, or similar frameworks.


• Strong organizational skills and the discipline to manage a high-volume pipeline, maintain accurate CRM records, and follow through on commitments.


• The curiosity to ask deeper questions, research prospective clients, and uncover opportunities beyond the initial request.


• Confidence working alongside technical experts and translating complex solutions into clear, understandable recommendations.


• Experience using a CRM such as HubSpot or Salesforce. HubSpot experience is a plus.


• Experience selling to law firms or working within the legal industry is a significant plus.

Your Day-to-Day Responsibilities Will Include:

• Consultative selling: Lead discovery conversations to understand a law firm's challenges, goals, decision-making process, and what success looks like.


• Building your pipeline: Develop new opportunities through targeted outreach to prospective clients, past clients, and existing relationships, alongside inbound leads and referrals.


• Owning the sales process: Manage opportunities from initial discovery through proposals, negotiations, and signed engagements, often across sales cycles of 60 days or longer.


• Collaborating with experts: Partner with our consultants and internal teams to develop solutions and proposals that address each client's needs.


• Managing your pipeline: Keep HubSpot accurate and up to date, track activities and next steps, and provide reliable sales forecasts.


• Ensuring a smooth handoff: Work with our consulting teams to transition new clients from the sales process into successful engagements.

Details You'll Want to Know

We're a fully remote team that works closely together, takes pride in our work, and makes room for laughter along the way. Our core values are Be Inclusive, Act with Integrity, Grab the Marker, Stay Curious, and Drive Change.

This is a full-time role, generally working Monday through Friday, 8:30 a.m. to 5 p.m. Eastern, with flexibility. Travel to meetings or conferences is typically expected 5–7 times a year. Benefits include health and dental coverage, short- and long-term disability and life insurance, 401(k) matching, an Employee Assistance Program, a fitness budget, and flexible vacation.

Ready to Join Us?

If you love building relationships, asking great questions, and helping clients solve meaningful problems, we'd love to hear from you. We're looking for someone who brings curiosity, initiative, and follow-through to every opportunity, and who wants to be part of a team that takes pride in the work we do.

Affinity welcomes applicants from all backgrounds. If you need an accommodation during the interview process, email [e-mail] with "Client Experience Coordinator Accommodations" in the subject line.

Candidates must live in and be eligible to work in the United States.