Account Executive - eDiscovery

Job Overview

The Senior Account Executive role is a new customer acquisition role focused on developing new, direct commercial relationships with the largest companies in the world.

Job Description and Requirements

Role Responsibilities: 

• You will be assigned a named account territory comprised of law firms, corporates and Public Sector.  

• Build and deepen executive relationships with a strategic customer base to help influence their long-term technology and business decisions   

• Add value and be viewed as a trusted advisor by bringing compelling insights and ideas with follow through execution.   

• Work with our Channel Partners to drive a strong co-selling motion in market. We prefer companies to work with our Channel Partners first and foremost, but they are able to also buy direct if they require.  

• Lead and manage entire sales-cycles with experience in negotiating terms and understanding associated legal and business risks (includes presenting multi-year agreements to C-level executives).   

• Lead detailed account strategy in generating and developing business growth opportunities, working cross functionally with multiple lines of business including our Channel Partners - all to maximize business impact and open up opportunities with large enterprise customers.   

Minimum Qualifications: 

• Five or more years of quota-carrying experience in new business development for an enterprise software company.    

• Two or more years of experience selling SaaS, cloud and/or integration products.    

• Experience with complex solution selling, large transactions and/or lengthy sales campaigns.   

• High degree of comfort with public speaking and giving presentations.   

Preferred Qualifications: 

• Experience working for a company within the e-discovery, CMS or big data analytics industry.    

• Prior legal tech experience in areas such as e-discovery, litigation services, and/or information technology.    

• B2B enterprise SaaS sales experience   

• Challenger sales mindset