Account Executive - Enterprise

Position: Account Executive, Enterprise Law Firm/Corporate Legal

Reports To: SVP of Business Development

Locations: Washington DC, Baltimore or Philadelphia

Position Summary

This sales role is responsible for prospecting and selling the Legal Software Platform, eDiscovery, and AI Investigation solutions to corporations, governmental agencies, and educational institutions. In this selling role, team members will generate new business by qualifying prospects, understanding their use case, and articulating the value of our platform. The Enterprise Account Executive will manage all aspects of the sales cycle, from qualification to close, within the assigned territories/markets.

Responsibilities & Duties

• Manage the entire sales cycle to win new business in designated accounts.
• Prospect and self-generate opportunities within your defined regional territories.
• Schedule and manage introduction, discovery, demos and other customer meetings.

Meet or exceed new business pipeline and ARR growth expectations for regional territories.

• Consistently demonstrate deal progression activities: Prospecting, discovery meetings, demos, product vetting, proposal and pipeline growth

Understand the prospect’s needs and goals; via discovery efforts, map the prospect’s needs, expectations and use case to the appropriate Reveal solution set.

• Build and maintain a pipeline of deals with clear actions and revenue expectations in Salesforce.
• Develop a comprehensive sales strategy for each prospect.
• Collaborate with sales engineers, customer success, finance, marketing, and client services teams to package the commercial offerings
• Understand eDiscovery market trends and competitor strategies.

Characteristics

• Ability to lead prospecting and sales activities at all levels: executives, lit support, legal operations, and customer IT personnel.
• Ability to work independently in a fast-paced, changing environment.

Demonstrates the ability to identify and solve deal-related problems quickly across the team.

Exceptional verbal communication, networking, and relationship-building skills.

• Detail-oriented with the capacity to manage multiple, simultaneous sales cycles.
• Excellent written and oral communication skills, including presentations.
• Experience with sales tools including ZoomInfo, Groove, Gong, Outlook, Salesforce, Slack, Microsoft Office suite, etc. (preferred),
• Professional mannerisms and appearance.
• Ability to travel, as necessary.

Education & Experience

Bachelor’s degree required.

Proven background of meeting or achieving quarterly sales goals

Experience with managing the full lifecycle of selling, from prospecting to close.

5+ years of selling experience, SaaS experience required.

Experience with E-Discovery and legal tech

Experience selling to In-house legal departments and law firms is a must