Public summary
A technology company specializing in AI-driven legal data solutions is seeking an Account Executive to develop and manage a qualified sales pipeline targeting mid-market companies and occasionally small accounts. The role involves active outbound prospecting, managing full sales cycles, contributing to sales process development, and collaborating cross-functionally to ensure client success. The position emphasizes autonomy, ownership, and data-driven approaches within a remote-friendly environment committed to inclusion of persons with disabilities.
Responsibilities
Prospect and actively engage mid-market clients, with occasional focus on small accounts, in prioritized verticals such as fintech, credit, legal tech, and law firms. Execute multichannel outbound cadences tailored per vertical, managing full sales cycle from discovery through negotiation and closing. Maintain rigorous opportunity qualification using methodologies like MEDDIC and SPIN Selling while keeping CRM updated. Contribute to the development and documentation of sales processes and playbooks to scale the commercial operation. Collaborate with customer success and product teams to ensure successful onboarding and identify expansion opportunities. Meet and exceed monthly targets for pipeline generation, qualified meetings, and revenue. Provide competitive and market intelligence to refine positioning and address objections.
Qualifications
Minimum 3 years of B2B sales experience with proven track record in outbound prospecting and closing deals, especially in consultative sales environments targeting medium-sized companies and familiarity with shorter sales cycles in smaller accounts. Experience setting up or improving sales operations beyond execution. Proficiency with Sales Engagement tools (e.g., Outreach, Apollo, Reply.io), AI tools (e.g., Claude, Gemini), and CRM systems (e.g., Salesforce, HubSpot). Clear communication skills with ability to use storytelling and navigate complex organizations with multiple decision-makers. Data-driven mindset with ability to monitor metrics and proactively address bottlenecks. Advantageous qualifications include experience with data products, compliance or legal tech solutions, startup or scale-up environments, and advanced sales methodologies. Experience selling to legal, compliance, risk, or financial buyers is also a plus.