Spellbook

Account Executive

• Conduct discovery and onboarding calls to identify client needs.
• Follow up with prospects throughout the sales cycle to ensure their requirements are met.
• Demonstrate the value of our products and services to potential buyers.
• Contribute to the enhancement of our sales processes and documentation for yourself and others.
• Maintain accurate and timely data in our CRM system to ensure our records are up-to-date.
• Cultivate long-lasting, mutually beneficial relationships with external contacts and internal teams to enhance the customer experience.
• Work cross-functionally with IT to complete any RFP or security questionnaires as part of the sales cycle.
• Collaborate within and outside of the Sales team to share knowledge, learnings and continuously improve sales practices.
• Relay feedback from prospects to our product team to inform future developments.
• Perform any additional tasks assigned by management that contribute to the improvement of the sales team or achievement of revenue goals, including but not limited to attending events/conferences or hosting internal training sessions.
• Other responsibilities as required.

Account Executive, SMB

• Manage multi-stakeholder deals from initial engagement to close, navigating long sales cycles and ensuring that the process aligns with enterprise buying patterns.
• Identify and target key accounts in the mid-market and enterprise sectors, leveraging both inbound leads and proactive outbound strategies to build a robust pipeline.
• Articulate the value of Spellbook's AI-powered solution through customized presentations, demos, and proposals that address the unique pain points of each enterprise prospect.
• Cultivate and maintain relationships with senior-level decision-makers and influencers within target accounts to drive strategic initiatives and close deals.
• Work closely with internal teams, including Product, Customer Success, and Marketing, to ensure that customer feedback informs our roadmap and that we continuously deliver value to our enterprise clients.
• Maintain meticulous records of client interactions, sales activities, and pipeline status in our CRM to drive data-driven decision-making and forecasting.
• Stay informed about market trends, competitor activities, and industry developments to position Spellbook as a thought leader in the legal tech space.
• Other responsibilities as required.

Account Executive, Enterprise – ANZ

Compliance

• Implement and maintain US compliance program initiatives across government, healthcare, financial services, and enterprise SaaS customer requirements.
• Drive readiness, implementation, and ongoing maintenance for frameworks such as TX-RAMP, GovRAMP, FedRAMP, HIPAA, SOC 2, and other security or privacy compliance obligations.
• Manage compliance operations in platforms like Vanta — evidence collection, control monitoring, policy tracking, vendor documentation, employee compliance tasks, and audit-readiness workflows.
• Coordinate with external auditors, assessors, consultants, legal advisors, and certification bodies through every phase of an engagement.
• Lead government compliance initiatives, including control mapping, gap assessments, documentation packages, system descriptions, policy updates, and customer-facing compliance responses.
• Maintain compliance artifacts including policies, procedures, risk registers, control narratives, system inventories, access reviews, training records, and audit evidence.
• Track regulatory, framework, and customer requirement changes and translate them into practical updates to internal controls and workflows.
• Partner with Sales and Customer Success on security questionnaires, public sector procurement requirements, and regulated customer due diligence.
• Define repeatable compliance workflows for intake, triage, ownership, escalation, documentation, reporting, and remediation.
• Use AI, automation, and compliance tooling to reduce manual work, improve evidence quality, and accelerate program execution.
• Support with other responsibilities and projects as required.

Compliance Analyst – US Compliance Programs

Business Development Rep

• Prospect, identify, engage and qualify new business opportunities through calls, emails, social and additional channels.
• Maintain a high level of daily activity, including cold calls, emails, and social touches.
• Develop a strong understanding of the company’s products and services to effectively communicate value propositions to prospects.
• Set qualified appointments and meetings for the small and medium business sales team.
• Track all activities in the CRM system, ensuring data accuracy and completeness.
• Participate in workshops regularly, including role-playing sessions, copy creations and call reviews to continuously upskill and learn test best practices.
• Report on successes in data-driven fashion while staying cognizant of the gut-check likelihood of success of a campaign
• Provide feedback for development of talk tracks, standard email sequences, etc. in an ongoing effort to improve a new, dedicated outbound motion for Spellbook!
• Collaborate with the BDR Manager to expand bandwidth and reach while increasing engagement and conversion rates.
• Develop and present new best practices, outreach strategies, and messaging techniques to the team.
• Work with leadership to implement and refine SDR/BDR processes and workflows.
• Stay up-to-date with industry trends and competitors to identify new opportunities for growth.
• Own an account list and/or territory and leverage indicators, intent signals and trends to engage prospects with the right timing
• Self-motivate and understanding of the inputs and activities volume required to achieve success
• Technical ability with prospecting, sales engagement and CRM tools, with emphasis on tracking data and hygiene in a shared digital space
• Perform other duties as assigned to support the organization’s needs, consistent with the scope and level of this role.

Business Development Representative, SMB

Customer Success Manager

• Serve as the main point of contact for a portfolio of mid-market and enterprise accounts, maintaining 95%+ GRR.
• Build strong relationships with key stakeholders to drive satisfaction and loyalty.
• Lead onboarding and training for new customers, ensuring effective adoption of Spellbook’s platform.
• Conduct regular business reviews (QBRs), sharing insights and identifying growth opportunities.
• Address objections and clearly articulate the ROI of Spellbook’s solutions.
• Design and send targeted emails to engage legal professionals resistant to traditional meetings.
• Deliver tailored presentations and product demonstrations to meet client needs.
• Analyze usage data to identify patterns, drive engagement, and demonstrate ROI.
• Manage renewals to maintain high retention and coordinate with the expansion team on upsell opportunities.
• Troubleshoot technical issues, collaborating with support and product teams to resolve them.
• Act as the customer’s advocate, providing feedback to internal teams to improve our product.
• Perform other duties as assigned to support the organization’s needs, consistent with the scope and level of this role.

Product Analyst

• Own the measurement foundation: establish and evolve our core product metric definitions (activation, engagement/session definitions, retention) and keep them consistent across teams.
• Enable self-serve analytics: build blueprints and standards that make analytics self-serve for PMs and Engineering.
• Partner with PMs and Engineering: act as a consulting/sounding-board partner—help shape hypotheses, interpret results, and drive decisions.
• Improve reporting trust: build lightweight process and governance so data issues are caught early.
• Metric systems: define and maintain a metric ladder that connects leading indicators to business outcomes (retention, activation, revenue).
• Funnels & journeys: analyze onboarding, activation, and key workflows; identify drop-offs and highest-impact fixes.
• Engagement & retention: cohort analysis, feature adoption, stickiness, and power-user behaviors.
• Experimentation & evaluation: partner on experiment design, success metrics, and post-launch readouts.
• Dashboards & narratives: create dashboards that drive action and write clear readouts that help teams make decisions quickly.

• Own a large portfolio of accounts (150+), ensuring strong retention and product adoption at scale.
• Offer 1:1 training calls to help new and existing customers hit the ground running.
• Do phone call or Zoom check-ins on accounts in your portfolio.
• Monitor product usage across your portfolio and trigger targeted re-engagement campaigns or personalized outreach based on risk signals.
• Identify at-risk accounts early and proactively intervene with helpful content, value reinforcement, or direct outreach.
• Deliver value in creative, scalable ways — using Loom videos, email playbooks, personalized content, and group training sessions instead of relying on 1:1 synchronous meetings.
• Clearly articulate the ROI of Spellbook and coach customers to use functionality they may not be aware of to improve efficiency and accuracy in their work.
• Manage renewal conversations by showcasing usage, outcomes, and opportunities for further value, even with customers who are difficult to get a hold of.
• Partner with marketing, product, and CS leadership to refine scaled engagement strategies, playbooks, and automation flows.
• Maintain clear and accurate records in HubSpot and help improve how we track scaled success metrics and health scores.

Scaled Customer Success Manager

Solutions Engineer

• Join sales calls, demos, and RFPs as a legal expert. Help AEs in the sales process through training, tailored guidance and strategy.
• Develop playbooks and training materials for in-house legal teams. Transform these into refined product training packs, comprehensive documentation, and impactful thought-leadership content.
• Represent Spellbook in webinars, CLE sessions, and industry events, showcasing your legal expertise and our product leadership.
• Translate real-world transactional workflows into actionable product features and enhancements.
• Participate in feature discovery, development and testing, translating customer insights into clear product requirements.
• Support with other responsibilities and projects as required.

Legal Solutions Architect, Pre Sales

Customer Support

• Respond to support tickets and live customer chats during business hours, addressing customer inquiries and resolving technical issues with empathy and efficiency
• Book 1:1 calls for in-depth troubleshooting or refresher training, while promoting group webinars when appropriate
• Use technical skills to independently resolve issues or collaborate with the Engineering team when needed
• Proactively identify patterns in customer feedback to recommend improvements to our product or support processes
• Occasionally run Zoom group training for customers and answer their questions in real-time
• Create and update Help Centre articles to ensure our customers have access to self-service resources
• Record and update how-to videos and other educational materials as the product evolves

Customer Support Specialist

Sales

• Recruit, train, and develop a high-performing commercial sales team, fostering a disciplined, collaborative, and results-driven culture.
• Manage team performance against revenue targets, focusing on pipeline generation, deal progression, and forecast accuracy.
• Lead and refine a structured, multi-stage sales process to support longer deal cycles and complex buying groups.
• Develop and scale sales playbooks, case studies, and objection-handling assets tailored to in-house legal teams and commercial buyers.
• Partner cross-functionally with Marketing, Product, and Customer Success to align on account-based strategies, ensure smooth customer handoffs, and incorporate feedback from commercial customers.
• Track and analyze key sales metrics (pipeline coverage, win rates, deal cycle length, ACV), providing actionable insights to leadership.
• Actively support strategic deals by coaching on stakeholder mapping, value-based selling, and negotiation strategies.
• Build strong alignment with RevOps on tooling, forecasting, and territory planning.
• Other responsibilities as assigned