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About the role
Key responsibilities & impact- You will own your prospecting pipeline for the large law-firm accounts segment.
- Lead complex end-to-end sales cycles as a hunter: identify target accounts, qualify needs, demonstrate value, build tailored financial proposals, negotiate and close deals.
- Engage these accounts through a multi-stakeholder approach — Partners, CFOs, AI Committees, Managing Partners — with the ability to align all stakeholders through to the final decision.
- Build a durable relationship of trust with each account from the first interactions, positioning yourself as a partner rather than a salesperson.
- Work closely with BDRs to feed your pipeline and with AMs to ensure clean, seamless client handovers.
- Be the voice of the field internally: surface market signals, recurring objections and unmet needs to Product and Ops teams to accelerate our impact in this segment.
Requirements
What you’ll need- You have at least 5 years of experience in complex sales, ideally in B2B SaaS, with a strong appetite for long cycles and demanding interlocutors.
- You master a structured sales methodology — MEDDIC or equivalent — and you know how to produce reliable, up-to-date forecasts each month.
- You are a true hunter: you don’t wait to be handed opportunities, you build your pipeline, take initiative and turn persistence into a competitive advantage.
- You are comfortable with multi-stakeholder environments, whether captivating a room of 10 partners or convincing a decision-maker one-on-one.
- You manage priorities and tight deadlines without losing focus or rigor.
- You enjoy fieldwork and in-person relationships with your contacts: working on-site is an advantage for you, not a constraint.
- You have strong business-level English — French fluency is assumed, and English is essential for navigating large international law firms.
- You are interested in the legal sector — experience in the field (lawyer, legal counsel, legaltech) is a real plus but not required.
- You are proficient in Salesforce.
Benefits
Comp & perks- 🏡 A flexible remote-work policy allowing — depending on the team — up to three days of telework per week.
- 🌴 Flexible leave policy
- 🌱 Clear opportunities for internal mobility
- 🏄♂️ Regular team and company events
- 📚 A strong focus on individual and team training, with an annual budget of €750 for role-related training — plus team/company-wide training programs
- 🏋️♀️ A Gymlib subscription for sports and wellness activities
- 🧘 Free access to the mental health support platform Moka.care and individual counseling up to 6 sessions per year
- 👩⚕️ Health insurance with Alan
- 🍱 🚲 A Swile card for meal vouchers and a sustainable mobility allowance (€66.60 per month)
- 💡 Discounts and perks negotiated via our Works Council (CSE) through the Happypal platform
- 🍏 New Apple work equipment
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Complex SalesSales ForecastingPipeline ManagementNegotiationProposal Development
Soft Skills
Relationship BuildingInitiativePersistencePrioritizationFocus