InTouch Case Management
Account Executive
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Account Executive
Remote | UK-Based | Full-Time
£50-60,000 OTE Uncapped
About InTouch
Our customers are growing law firms—the kind where processes that once worked for just a few matters a month begin to struggle as caseloads grow. Their clients demand transparency, regulators require consistency and auditability, and partners want seamless growth without drowning in manual admin. InTouch is the intelligent case management platform designed for them: it closes more matters with less overhead, embeds compliance into workflows, keeps clients effortlessly informed, and connects everything from billing to the client portal.
Since 2015, we’ve served firms in six countries—always with a real person onboard to ensure confidence builds alongside adoption.
We’re a tight-knit team of under 10. This role exists because our sales process delivers—we have far more qualified leads than we can handle. You’ll own the pipeline end-to-end, executing our proven methodology without reinventing the wheel.
The Role
You’ll drive inbound-led sales from first touch to closed contract, leveraging a documented, high-conversion process (currently 60% demo-to-customer rate). There’s no cold outreach—just engaged prospects eager to see InTouch in action. You’ll:
- Advocate for your proven process
- Extend the value proposition without selling ideas rigidly “your way”
- Lead with authority over an autonomous role
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The sweet spot? You’re as detail-oriented about your sales approach as you are about the product.
Key Responsibilities
Lead Qualification & Discovery
- Quickly and honestly assess fit—adds value even when InTouch isn’t the right fit (vs brute-forcing matches).
- Run structured discovery calls: rigorously uncover pain points, questions, and objections—while maintaining meticulous notes. Well-conducted discovery = a landed demo.
- Use a qualifying checklist (pursue or park).
Tailored Demo Delivery
- Never a generic pitch: each demo is a custom playbook built on discovery learnings.
- Speak the prospect’s language (particularly their practice area).
Pipeline & Deal Management
- Own all stages, follow-up cadence, and win/loss tracking.
- Pipeline is a record of reality, not optimism—supply updated, unmanaged.
- No significant escalations after 3 months.
Closes & Handoff
- Convert to contract ↔ create a flawless handoff for Customer Success.
- A seamless handoff means no churnable problems we later clean up.
Product & Market Intelligence Loop
- Document insights from every deal (buying behaviour, rivals, gaps for InTouch).
- Align evidence directly with product roadmap and positioning.
What Success Looks Like
Month 1
✅ Deep product mastery ✅ ICP segmentation perfected ✅ Understanding of “what good looks like” from shadowing live deals ✅ Running solo discovery calls
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Month 3
✅ Independent closing of deals ✅ Pipeline clean, follow-up efficient, handoffs polished ✅ Only the largest/complex deals escalated
Month 12
✅ Quarterly new firm win growth—not from cold outreach ✅ Elevated handoffs: Customer Success sees adoption, not firefighting
Skills & Mindset We’re Canvassing
Essential
- B2B sales experience—ideally in SaaS, LegalTech, or professional services.
- Self-managed pipelines: you track real opportunities with authenticity (not silos).
- Structured discovery: expertise in weaving primed product demos from explanations.
- Demanding precision in communication, writing and speaking for sceptics (law firms distrust salespeople).
- Great boundaries: Knows when to qualify a lead—as soon as possible.
Preferable
- Prior experience in selling to Practice Managers/Managing Partners.
- Confidence in own judgement (e.g. don’t push a likely-to-churn fit because it’s “easy”).
What We Offer
Culture
- Fully remote + UK-based
- 23 days annual leave + bank holidays
- Your birthday off
- Plus 3 bonus days per year of service (up to 15 extra ➔ 39 total + bank holidays after 5 years)
- Intelligent autonomy speaks for itself: flat hierarchy, meaning ignored, not siloed
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