Responsibilities
- Identify, prospect, and close new enterprise customers within an assigned territory or market segment.
- Lead complex, consultative sales cycles involving multiple stakeholders, including C-suite and firm leadership.
- Develop compelling value propositions using ROI analysis, cost modeling, and industry insights.
- Maintain accurate pipeline management, forecasting, and opportunity tracking in Salesforce.
- Own a portfolio of accounts post-close, serving as the primary commercial relationship owner.
- Drive expansion, upsell, and cross-sell opportunities aligned to client goals and modernization initiatives.
- Build and execute account plans focused on long-term value, cloud adoption, and product utilization.
- Proactively manage renewals in partnership with Customer Success, ensuring retention and growth targets are met.
- Establish trusted advisor relationships with senior client stakeholders.
- Collaborate closely with Sales Engineers, Product, Customer Success, and Marketing to deliver tailored solutions.
- Advocate for client needs internally, influencing roadmap priorities and service improvements.
- Educate clients on best practices, new functionality, and industry trends.
- Perform other duties as assigned to support departmental and company objectives.
Requirements
- Bachelor's Degree in related field or equivalent experience.
- 3–5 years of experience in Account Management, Customer Success, or Strategic Sales within SaaS, Legal Tech, or Professional Services.
- Proven success managing enterprise or strategic accounts, with a track record of exceeding retention and growth targets.
- Strong understanding of cloud-based software solutions and experience leading clients through on-premises to cloud transitions.
- Exceptional relationship-building and executive communication skills, with the ability to influence and advise senior stakeholders.
- Analytical and commercially minded, with the ability to translate customer goals into actionable account strategies.
- Highly collaborative and comfortable working cross-functionally across Product, Sales Engineering, and Customer Success teams.
- Strategic thinker with a proactive, solutions-oriented mindset and strong attention to detail.
- Strong proficiency in CRM tools (Salesforce preferred) and experience managing renewals, forecasts, and pipeline in complex sales environments.
Benefits
- Competitive Compensation Package
- Comprehensive Healthcare Coverage (Health, Dental, Vision)
- Retirement Savings Plan with an Employer Contribution
- Professional Development Opportunities
- Time Off
- Wellness Initiatives
- Employee Assistance Program
- Generous Global Parental Leave
- Calm, free premium subscription
- Employee Discount Program
Additional Information
- Ability to travel up 25–50% as business needs require.
- Role requires the following physical capacity: Moderate: 20–50 lbs – frequent lifting, bending, or standing.
