Bristlecone Companies

Account Executive – Trustee Market Lead

Bristlecone Companies

full-time

Posted on:

Location Type: Remote

Location: United States

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Job Level

Senior

About the role

  • Build relationships that matter
  • Attend legal conferences and regional bankruptcy events to connect with trustees and legal practitioners face-to-face
  • Cultivate referral relationships with trustees, attorneys, and bankruptcy software vendors
  • Become a trusted advisor and key part of the community
  • Drive strategic account acquisition
  • Execute an account-based sales motion for high-value trustee prospects
  • Orchestrate demos that showcase how our platform solves real operational challenges
  • Navigate complex buying processes involving trustees, office managers, and IT staff
  • Collaborate with our leadership team to close deals and onboard new clients successfully
  • Become a subject matter expert
  • Master the intricacies of legal, bankruptcy administration, and trustee workflows
  • Understand how our platform integrates with case management systems
  • Learn the competitive landscape and articulate our clear value proposition
  • Stay current on industry trends, regulatory changes, and market dynamics
  • Lay the foundation for scale
  • Document what works (and what doesn't) as we build our sales playbook
  • Provide feedback to product and marketing teams based on customer conversations
  • Help establish sales processes, CRM workflows, and success metrics
  • Contribute to our broader go-to-market strategy as the voice of the trustee customer

Requirements

  • Industry expertise: If you haven’t worked in and around legal and bankruptcy markets, you must be willing to jump into the deep end and learn the ecosystem and credibly speak the language.
  • Intellectual curiosity: You ask great questions, dig deep to understand problems, and genuinely enjoy learning new things. You're energized by the challenge of becoming an expert in a new domain.
  • Optimism and resilience: You believe in what you're selling. You stay positive. You look to grow from your mistakes (we all make them!)
  • Willingness to travel: Approx 40% - 50% travel is required, primarily to bankruptcy conferences and in-person client meetings.
  • Ability to flex into US timezones, with ability to meet with company leadership and team members on PST.
  • Nice-to-haves:
  • Proven sales ability: You've successfully sold B2B products or services, ideally in a relationship-driven, high-touch environment. You know how to build pipeline, manage complex sales cycles, and close deals. If you don’t come with this, but are willing to learn, that’s a great place to start.
  • Experience shepherding deals through a sales funnel in a CRM
  • Familiarity with bankruptcy case management software (BSS, Best Case, Epiq, NextChapter, etc.)
  • Background in legal services, court administration, or bankruptcy.
Benefits
  • Substantial earning potential
  • Competitive base salary with uncapped commission structure
  • Accelerators for exceeding quota
  • Long-term incentive opportunities as the business grows
  • Ownership and impact
  • Be the first AE hire—shape the role, build the playbook, and establish best practices
  • Partnership with the CEO and leadership team
  • Real influence over product roadmap and go-to-market strategy
  • Clear path to leadership as we scale
  • Professional growth
  • Deep domain expertise in a specialized, stable market (bankruptcy noticing is federally mandated and non-discretionary)
  • Backed by Bristlecone Companies' operating resources and expertise
  • Mentorship from experienced PE operating partners
  • Opportunity to master consultative, relationship-based sales
  • Quality of life
  • Remote-first culture with flexibility to work from anywhere (travel requirement notwithstanding)
  • Collaborative, low-ego team that values continuous improvement
  • Mission-driven work: we help legal professionals serve people in financial distress more effectively
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales abilityaccount-based salespipeline managementcomplex sales cyclesdeal closingCRM workflowssales processessubject matter expertiseoperational challengesgo-to-market strategy
Soft Skills
relationship buildingintellectual curiosityoptimismresiliencecollaborationcommunicationproblem-solvingfeedback provisionadaptabilitylearning agility