Senior Account Executive

Summize; San Diego (CA); On-site; USD 200,000 - 220,000; Full time

Benefits offered by this job

Competitive compensation with OTE

Private Healthcare

Vision and Dental Coverage

401(k) Retirement Plan

Employee share option scheme

Flexible vacation

Growth opportunities

Job summary

Summize, a leading legal tech scale-up, seeks a Senior Account Executive for the San Diego office. You will lead end-to-end SaaS sales, expanding strategic accounts, forecasting revenue, and partnering with Marketing, Product, and Customer Success to deliver value across the US West Coast.

You will negotiate complex deals, demonstrate product value, and own the full sales cycle from discovery to close, while building trusted executive relationships and driving growth for Summize.

Qualifications

• Experience in consultative selling to enterprise or mid-market customers.
• Strong discovery skills to identify buyer pain points and priorities.
• Proven negotiation and closing abilities with complex sales cycles.
• Track record in SaaS sales, especially contracts lifecycle management or adjacent software.
• Experience forecasting and managing sales pipeline with MEDDICC framework.

Responsibilities

• Own full sales cycle from prospecting to closing and renewal.
• Develop and grow corporate accounts on US West Coast.
• Forecast revenue and manage strategic accounts in collaboration with Marketing, Product, and Customer Success.
• Translate customer needs into clear value and quantify ROI for stakeholders.
• Maintain accurate CRM data and drive pipeline health.

Skills

Consultative selling

Discovery

Negotiation

SaaS sales

Forecasting

Tools

Hubspot

Gong

Job description

We’re Summize, an ambitious legal tech scale-up based in the US and UK, working with businesses all over the globe. Our mission is simple, to get entire businesses working faster and smarter with contracts. We’re a growing team making big things happen out of HQs in Manchester, UK, Boston, US and San Diego, US and we’re not stopping. Following our recent $50 Million Series B investment we’re looking for forward‑thinkers, innovators and problem solvers to join our dynamic team as we enter our next growth phase.

The Role

Summize are currently looking for an ambitious, determined and highly commercial Senior Account Executive to join our highly motivated and results-oriented sales team, based out of our San Diego, US location. Our ideal candidate is passionate about solving problems through technology and software. Working cross functionally across the organization to take leads through our buying journey and turning them into successfully closed revenue. You will have strong research and discovery skills, be an expert negotiator, demonstrate high levels of both resilience and self-motivation, as well as a keen eye for detail and an unmatched determination to win and succeed.

This is the perfect role for an ambitious and experienced SaaS Sales professional looking to join one of San Diego’s most exciting legal tech scale ups with huge growth opportunities.

You will be responsible for managing, developing, and growing corporate level accounts for our US West Coast territory, delivering against a new business target by proactively prospecting for opportunities with new and existing customers. You will be responsible for sales forecasting and strategic account management throughout the sales cycle.

Role Responsibilities

You will be responsible for driving new business and expanding strategic accounts by positioning Summize’s contract lifecycle management platform as a critical solution for legal and commercial teams. You will own the full sales cycle from prospecting and discovery through negotiation and close whilst building trusted relationships with senior stakeholders. Partnering closely with marketing, product, and customer success, you will translate complex customer needs into clear value, consistently exceed revenue targets, and contribute to refining go-to-market strategy in a fast-growing SaaS environment.

What we’re looking for

Can demonstrate previous experience and a strong track record in consultative selling

• You have an ability to diagnose customer pain points through effective questioning
• You’re able to position a SaaS solution as a strategic solution that delivers real, tangible, business value, not just a feature list

You will have exceptional communication skills and storytelling ability

• You’re able to explain complex topics simply and compellingly
• You are skilled at personalised messaging to executives and end users alike
• Able to construct a narrative that articulates value, ROI, and real business impact

Able to understand and confidently communicate technical concepts including delivering product demos

• Willing and able to learn the products capabilities and features deeply
• Able to speak to clients' technical requirements and workflows

Has strong and proven discovery and qualification discipline

• Confident utilizing Sales frameworks such as MEDDICC.
• Knows how to identify real buyers, blockers, and urgency

Has a proven and consistent track record of quota attainment

• Has experience managing full-cycle sales including; Prospecting, Discovery, Demoing, Negotiation and Closing
• Evidence of closing large mid-market or enterprise-level deals (between 500 – 3000 seats)

Can proactively and effectively manage their pipeline

• Building a healthy pipeline proactively
• Experience maintaining accurate and up to date forecasting
• Experience confidently and efficiently moving deals through each stage of the sales cycle.

Skilled and experienced in objection handling and maintaining their resilience

• Comfortably navigates pricing pushback, delays, and "no decision"
• Remains calm, steady, and confident in the face of failure, loss or objections
• Bounces back quickly and learns from losses

Capable and skilled relationship builder

• Build relationships and become a trusted advisor to prospects
• Able to maintain and nurture long-term relationships even after closing
• Works collaboratively and positively cross functionally internally with Customer Success, Product, and Marketing.

Highly data driven

• Uses metrics such as win rates, cycle length, ACV, and conversion rates to their benefit and to inform decision making and forecasting
• Adjusts strategy based on patterns and performance
• Comfortable and confident using CRM (Hubspot or similar), sales automation tools (Gong etc.), and analytics

Takes personal ownership and accountability for their pipeline and territory

• Thrives in high-performance, target-driven environments
• Self-motivated with a strong growth mindset
• Comfortable with ambiguity and rapid change

What We Offer

• Competitive Double OTE total compensation between $200,000- $220,000 DOE
• 26 days’ vacation plus flexible public holidays (increasing by one holiday for eachyear of service, up to a maximum of 30 days).
• Private Healthcare, Vision and Dental Coverage
• Access to discounts on things like travel, electronics, fashion, fitness and more
• Employee Retirement Plan (401k)
• Group Life Insurance Benefit
• Rich learning and development opportunities supported through our Growth Mindset Fund.
• Seaport based offices with fantastic perks, fully stocked fridge providing soft drinks, snacks and a complimentary breakfast everyday
• Work from anywhere after one year of employment
• Employee share option scheme
• Regular social activities and events
• Opportunity to be a part of one of San Diego's hottest tech scale ups

Base salary range listed represents what Summize reasonably expects to pay for this position at the time of posting. Final compensation will be determined based on a number of factors including skills, experience and location. Total compensation may also include performance-based bonus/commission, equity and a comprehensive benefits package.

We understand the value of having a diversity of identities, backgrounds and thinking within our company so we’re open to hearing from applicants who don’t yet tick all the boxes. If that’s you, please accompany your application with short summaryexplaining how you’d close the gap on the skills you don’t yet have.

Looking for a role where you can really make a difference? We’d love to hear from you and tell you more about this exciting opportunity at Summize.

We’re Summize, an ambitious legal tech scale-up based in the US and UK, working with businesses all over the globe. Our mission is simple, to get entire businesses working faster and smarter with contracts. We’re a growing team making big things happen out of HQs in Manchester, UK, Boston, US and San Diego, US and we’re not stopping. Following our recent $50 Million Series B investment we’re looking for forward‑thinkers, innovators and problem solvers to join our dynamic team as we enter our next growth phase.