Strategic Account Executive, Corporations

Everlaw; New York (NY); Hybrid; USD 155,000 - 310,000; Full time

Job summary

Everlaw is seeking a Strategic Account Executive to drive sales within Fortune 1000 accounts. This role requires a strong background in SaaS sales, excellent negotiation skills, and a passion for technology. The ideal candidate will thrive in a collaborative environment and be motivated to exceed sales targets. Join a vibrant team committed to promoting justice through innovative solutions.

Benefits

Annual learning and development stipend

Health, dental, and vision insurance

Flexible Spending Accounts

Paid parental leave

Monthly home internet reimbursement

Company-sponsored life and disability insurance

Quarterly bonus for wellness expenses

Flexible work-from-home days

Snacks and beverages in the office

Team-building events

Qualifications

• 7+ years of successful field sales experience in SaaS.
• Track record of selling into Fortune 1000 accounts.
• Experience in eDiscovery or legal tech is a plus.

Responsibilities

• Identify and close new business within Fortune 1000 accounts.
• Execute territory and account plans to develop a healthy pipeline.
• Collaborate with cross-functional teams throughout the sales cycle.

Skills

Value-based selling

Negotiation

Pipeline generation

Prospecting

SaaS technology

Tools

Salesforce.com

Outreach

Chorus

SalesNavigator

ZoomInfo

Job description

Strategic Account Executive, Corporations

New York, New York, United States

Everlaw is seeking an experienced Strategic Account Executive that demonstrates our company values of attention to detail, setting your own bar, egoless communication, and respect for customers! In this role, you will be responsible for identifying and closing new business within Fortune 1000 accounts. You have experience prospecting, generating pipeline, running discovery calls/sales presentations, negotiating, and possess a track record of closing new business with large enterprise corporations. You should have a deep understanding of value-based selling and SaaS technology, and take pride in understanding your product in-depth to effectively communicate its value to Customers and Partners. Your success will come from opening new accounts and expanding our footprint in existing accounts by communicating how Everlaw can meet their eDiscovery and Litigation needs.

Whether it be a timely follow up on a request for information, a cold call, or an expo booth visit, the Sales team is often the first point of interactions for prospective Everlaw clients and the team strives to make those conversations memorable and impactful. Sales focuses on delivering excellence through every step of an organization's diligence of improving litigation and discovery workflows, employing genuine curiosity in discovery calls, conducting highly tailored demonstrations and presentations, and curating compelling proofs of value to ensure that our new customers can come on board with a clear path to achieving success. Everlaw’s sales team isn’t your typical one. Whether it’s spearheading a climate-action themed cold calling event or group crossword puzzles over lunch, reps and leadership alike embody a commitment to bringing their authentic selves to work.

At Everlaw, our mission is to promote justice by illuminating truth. Our company culture is open and vibrant and we’re committed to the professional growth of our team members, offering an annual learning and development stipend and regular check-ins with managers regarding career goals. If you’re looking for a place that values passion, integrity, thinking big, and a desire to learn, we’d love to hear from you! Think you’re missing some of the skills and are hesitant to apply? We do not believe in the ‘perfect’ candidate and encourage you to apply if you feel you can bring value to our team. Learn more about Life at Everlaw.

This is a hybrid full-time, exempt position based in our New York City office or remote/region based on the East Coast. Our coordinated hybrid schedule would require being in office M/W/Th with the option to work from home Tu/Fr, with reasonable exceptions during weeks of travel.

In the first few months, you will...

• Gain a deeper understanding of Everlaw’s software, customers, and sales processes through training and experience, allowing you to better target future customers.
• Develop your product knowledge through Everlaw’s Product certification, using your expertise to present Everlaw’s value to customers in greater detail.
• Complete our on-boarding process while attending informative sessions on our policies, goals, and team structure which will integrate you into the Sales team as well as the company as a whole.
• Learn, grow, and contribute right away. We trust that you will bring experience and knowledge that will uplift the team, but we don’t expect you to know everything on Day 1.
• Develop and manage your territory and account plans
• Begin meeting with prospects and existing customers

In your role, you'll...

• Execute against your territory and account plans to develop a healthy pipeline that leads to consistent quota achievement.
• Oversee the entire sales cycle while collaborating with cross-functional teams including Solutions Architecture, Customer Success, Business Development, and Legal.
• Collaborate with Everlaw’s marketing team to develop and execute demand generation campaigns.
• Deploy strategic thinking to lead sophisticated sales cycles from qualification and demo through close
• Maintain an up-to-date understanding of the competitive landscape and Everlaw’s differentiators in our market.
• Leverage our sales tech stack, including Salesforce.com , Outreach, Chorus, SalesNavigator, and ZoomInfo, to uncover, manage, and close new opportunities.
• Gain continuous growth through training from our Sales Enablement Team and weekly 1:1 coaching from your direct manager.

About you

• You possess a track record of success selling SaaS platforms into net new accounts, demonstrated by overachievement of quota ($1M+ ARR).
• You have at least 7 years of successful field sales experience in an Enterprise or Strategic SaaS sales role.
• You are inherently curious and excited about emerging technologies.
• You enjoy hunting for and building your own pipeline.
• You are extremely motivated to achieve your goals and have no problem setting your own bar for success.
• You are available to travel throughout your territory to meet with clients and team members.
• You are comfortable in creating needs analysis content and presenting it to Senior Leadership at prospective accounts.
• You find success through hard work and are willing to roll up your sleeves and pitch in to help colleagues achieve the team's end goals together.
• You are comfortable in a fast-paced environment that requires the ability to work independently and adaptively, anticipate and mitigate friction points, and take initiative to promptly resolve and learn from challenges.
• You are authorized to work in the United States. Please note that at this time, Everlaw is not sponsoring U.S. employment visas for this role.

Pluses

• You have experience selling Legal technologies.
• Familiarity with MEDDPICC and/or Command of Message.
• The expected On Target Earnings (OTE) for this role is $310,000, with a $155,000 base salary. The role's compensation is subject to change in the future.
• Substantial equity
• Retirement plan with company matching
• Health, dental, and vision
• Flexible Spending Accounts for health and dependent care expenses
• Paid parental leave and sick leave
• Membership to Modern Health to help employees prioritize mental health and wellness
• Annual allocation for Learning & Development opportunities and applicable professional membership dues
• Company-sponsored life and disability insurance
• Quarterly “flex fund to flourish” bonus to spend on any health, wellness, or well-being expenses
• Work in our downtown Oakland or midtown New York offices
• Flexible work-from-home days on Tuesdays and Fridays
• Monthly home internet reimbursement
• Select your preference of hardware (Mac or PC) and customize your desk setup
• Enjoy a wide variety of snacks and beverages in the office
• Bond over company-wide out-of-the-box events and fun activities with your team
• Time off for company-sponsored volunteer events and 4 paid hours per quarter to volunteer at a charitable organization of your choice
• Take advantage of learning and career development opportunities
• Ranked #9 on Glassdoor's Best Places to Work 2023 for US small and medium companies

At Everlaw, we are deeply invested in pursuing the truth, for our clients and for our employees. We know that when you’re empowered to pursue your passions, it is reflected in the work.That’s why we’re committed to the professional growth of all our team members, offering an annual learning and development stipend and regular career check-ins with managers. If you’re looking for a place that values passion, integrity, and a desire to learn, we’d love to hear from you!

We help law firms, government agencies, and corporations sift through millions of documents of evidence in big lawsuits and investigations to find the proverbial smoking gun (or needle in the haystack -- pick your metaphor). It's a multi-billion dollar space typically dominated by service-oriented vendors, and we're coming at it with cutting-edge technology and elegant design. It's working, and we've been growing very rapidly: we host hundreds of terabytes of data and work with all 50 state Attorneys General and hundreds of law firms on some of the most high-profile cases litigated today.

Everlaw is an equal opportunity employer. We pride ourselves on having a diverse workforce and we do not discriminate against any employee or applicant because of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law. We respect the gender, gender identity and gender expression of our applicants and employees, and we honor requests for pronouns. It is our policy to comply with all applicable national, state and local laws pertaining to nondiscrimination and equal opportunity, including theCalifornia Equal Pay Act . Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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