Territory Account Executive

Litera; United States; Remote; USD 85,000 - 120,000; Full time

Job summary

Litera, a leader in legal technology, seeks an Account Executive for Small Law to drive new revenue across a defined territory. You will own the full sales cycle from discovery to close, building trusted relationships with firm leadership and expanding Litera's footprint with cross-sell opportunities.

You will collaborate with Sales Engineering, Customer Success, and Marketing to deliver value-based solutions that help firms work smarter.

Qualifications

• Ability to navigate complex organizations and multi-layered decision‑making processes.
• Track record of earning credibility with C‑suite and senior leaders.
• Desire to learn and evangelize technology solutions that address business problems.
• Disciplined, organized approach to sales with a history of meeting quota.
• Comfort working in a fast‑paced, evolving environment.
• Proficiency with Salesforce, Excel, Teams, and PowerPoint.

Responsibilities

• Own the full sales cycle from prospecting to close within a defined small-law territory.
• Build trusted advisor relationships with firm leadership and key contacts.
• Identify and execute cross-sell opportunities within existing accounts.
• Develop strategic account plans with cross-functional teams to grow partnerships.
• Represent Litera at industry events and client meetings to strengthen brand.
• Consistently meet and exceed quota through disciplined pipeline management.

Skills

Complex sales cycles

C-suite advisory

Tech evangelism

Quota achievement

Fast-paced environment

Salesforce

Excel

Teams

PowerPoint

Tools

Salesforce

Excel

PowerPoint

Teams

Job description

Ready to Help Shape the Future of Legal Tech?! At Litera, we don't just build software, we transform how the world's top law firms operate. Every day, we Raise The Bar for what's possible through AI, innovation, and solutions that power millions of legal professionals worldwide. If you're energized by scale, real impact, and meaningful challenges, you'll feel right at home here.

Where You'll Work Remote: This is a fully remote role, with occasional opportunities to connect in person at team gatherings and client off-sites, a great chance to collaborate face-to-face and build lasting relationships.

Why This Role Matters: As an Account Executive – Small Law, you'll be the driving force behind new revenue growth across a defined territory of small law firms. You'll build trusted relationships with firm leadership, uncover opportunities to expand our footprint within existing accounts, and guide customers from discovery through close. Partnering with Sales Engineering, Customer Success, and Marketing, you'll deliver value-based solutions that help firms work smarter. This is a high-impact, high-visibility role for someone who thrives on winning new business and deepening partnerships.

What You'll Deliver

• Drive new revenue by owning the full sales cycle — from prospecting and discovery through negotiation and close — within your defined territory of small law firms.
• Build trusted advisor relationships with key contacts at each firm, earning credibility through deep understanding of their business challenges and goals.
• Expand Litera's footprint within existing accounts by identifying and executing cross-sell opportunities that deliver measurable value.
• Develop and execute strategic account plans in partnership with cross-functional teams to grow relationships and deepen firm partnerships.
• Represent Litera at industry events and client meetings, strengthening our brand presence and influencing sales opportunities.
• Consistently meet and exceed quota targets by combining disciplined pipeline management with consultative, value-based selling.

Litera is committed to providing reasonable accommodations throughout the recruitment process. If you need an accommodation, please let us know and we'll work with you to meet your needs.

What You'll Bring

• Must-Haves:
  • Proven ability to navigate complex organizations and multi-layered decision‑making processes
  • Track record of earning credibility as a trusted advisor with C‑suite and senior leaders
  • Strong desire to learn and evangelize technology solutions that address challenging business problems
  • Disciplined, organized approach to sales with a consistent record of meeting or exceeding quota
  • Comfort operating in a fast‑paced, evolving environment
  • Proficiency with Salesforce, Excel, Teams, and PowerPoint
• Nice to Haves:
  • Experience selling SaaS or technology solutions to law firms or professional services organizations
  • Background in legal technology or familiarity with the legal industry landscape
  • Experience with value-based or consultative selling methodologies
  • History of successfully growing revenue within existing accounts through cross-sell and upsell

What You'll Experience

A team that shows up. Work alongside people who collaborate, support one another, and lead with integrity.

Global Reach. Partner with teams around the world to solve complex challenges that matter.

Real opportunity for growth. Expand your impact through meaningful stretch opportunities, visibility and career development.

AI-driven innovation. Work at the intersection of legal technology, customer outcomes, and cutting-edge AI.

Pay Transparency for Colorado, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, and Washington Applicants

Applicants The OTE salary range for this role is $85,000 to $120,000 USD. Final compensation will be determined based on experience, skills, education, and other relevant qualifications. This role is also eligible to earn commission based on performance.

Litera is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Litera is a fast-growing software company and one of the leading legal technology suppliers in the world. Serving more than 90% of the world's largest law firms, our software is used by hundreds of thousands of lawyers every day. As a company recognized as one of the best places to work, we believe professional development, rewards programs, open communication, and transparent leadership all contribute to a unique and open work environment. Our employees are driven, energetic, passionate, and have the ability to make a direct impact on the future of the company.