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The Role
As a Small Market Account Executive, you will be responsible for driving new business revenue across the UK, selling our solutions into law firms and corporate legal teams.
This is a full-cycle sales role, with responsibility for identifying and developing opportunities, engaging senior stakeholders, managing the sales process and ultimately closing new business. You will build relationships with decision-makers across IT, Information Governance, Knowledge Management, Operations and senior leadership, helping organisations understand how we can improve the way they securely manage and collaborate on critical content.
The role will suit someone who enjoys a high-volume, consultative sales environment and is motivated by winning new logos and developing a territory.
Key Responsibilities
- Own and manage a defined UK small-market territory, with a primary focus on law firms and corporate legal organisations.
- Generate new business through a combination of outbound prospecting, account research, networking, marketing-generated leads and referrals.
- Develop relationships with senior decision-makers, including CIOs, CTOs, IT Directors, Knowledge/Information Management leaders, COOs and Managing Partners.
- Run the full sales cycle from initial prospecting and qualification through discovery, demonstrations, negotiation and close.
- Conduct consultative discovery to identify business drivers, pain points and opportunities for transformation.
- Deliver compelling product demonstrations and presentations, working with internal solution consultants and subject-matter experts where appropriate.
- Build and maintain a healthy pipeline of qualified opportunities and accurately manage forecasts within the CRM.
- Develop territory and account plans to maximise new-logo opportunities.
- Work closely with Marketing, Sales Engineering, Customer Success and other internal teams to progress opportunities and deliver a strong customer experience.
- Negotiate commercial agreements and successfully close new business against quarterly and annual revenue targets.
- Maintain a strong understanding of the legal technology software landscape.
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What We're Looking For
- Proven experience in a B2B SaaS or technology sales role, ideally selling into the legal sector.
- Experience selling to law firms, corporate legal departments or other professional services organisations would be highly advantageous.
- A demonstrable track record of achieving or exceeding new-business sales targets.
- Experience managing a full sales cycle, from prospecting through to close.
- Strong consultative selling and discovery skills.
- Comfortable engaging with senior stakeholders and navigating complex buying groups.
- Highly motivated, commercially minded and comfortable working independently.
- Strong communication, presentation and negotiation skills.
- Excellent organisation and pipeline-management discipline.
- A genuine interest in technology and solving business problems for customers.
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Why Join?
This is an opportunity to join an established and highly respected legal technology business at an exciting point in its growth.
You will have the opportunity to:
- Sell a market-leading cloud platform into a well-defined and highly relevant UK market.
- Build relationships with some of the UK's leading law firms and corporate legal teams.
- Take ownership of your own territory and pipeline.
- Work alongside experienced legal technology and SaaS professionals.
- Develop your career within a global technology organisation.
- Earn strong commission through a performance-driven sales environment.
The Ideal Candidate
The ideal candidate is a hungry, consultative salesperson who enjoys hunting for new business and is comfortable operating in a competitive SaaS environment. You will be commercially curious, resilient and confident speaking with senior stakeholders.
Experience selling legal technology, cybersecurity, SaaS or other enterprise technology into law firms would be particularly relevant, but candidates with a strong B2B SaaS sales track record and a willingness to learn the legal technology market will also be considered.
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