Enterprise Account Executive
Perforce Software
Puppet
Senior Sales Executive
Thomson Reuters
full-time
Posted on:
Location: Illinois, New York • 🇺🇸 United States
Visit company websiteSalary
💰 $178,500 - $331,500 per year
Job Level
Senior
Tech Stack
SFDC
About the role
- Own full-cycle SaaS sales; prospecting, discovery, value mapping, creating business cases, multi-threading, negotiation, and closing
- Engage senior legal stakeholders (Practice Area Heads, Partners, GC, KM leaders) with compelling storytelling, solution demos, and ROI-driven narratives
- Run structured opportunity plans; validate needs, align on success criteria, build mutual close plans, and drive deals to signature
- Become product fluent across CoCounsel Legal, Westlaw Advantage and Practical Law; tailor demos by workflow and persona
- Build and execute account strategies and territory plans to create pipeline, influence buying committees, and bundle adjacent products to increase ACV
- Orchestrate internal resources (SEs, BDRs, ASEs, Marketing, Legal, Enablement) to progress complex opportunities
- Maintain accurate forecasting, MEDDICC or similar qualification, and hygiene in SFDC
Requirements
- Bachelor’s degree or equivalent experience; JD or legal industry background strongly preferred
- 4+ years of successful end-to-end outside sales in B2B software/SaaS, ideally enterprise or upper mid-market
- Proven track record exceeding new logo and expansion targets with complex, multi-stakeholder deals
- Mastery of modern sales methodologies (e.g., MEDDICC, Challenger, SPICED), mutual action plans, and value-based selling
- Strong demo and storytelling skills; ability to translate product capabilities into workflow outcomes, adoption plans, and ROI
- Familiarity with legal operations, knowledge management, and attorney workflows is advantageous
