Major & Strategic Account Executive – Enterprise, Legal AI Assistant
Wolters Kluwer
full-time
Posted on:
Location Type: Hybrid
Location: Berlin • 🇩🇪 Germany
Visit company websiteJob Level
Mid-LevelSenior
About the role
- Own the full sales cycle: from outreach and qualification to contract signature; in many cases close collaboration with the Account Managers of our content businesses that have a solid established relationship.
- Build and manage relationships with law firm partners, general counsels, legal operations leaders, and innovation heads.
- Apply strategic account planning to prioritize high-potential opportunities.
- Collaborate with Legal Engineering to design impactful demos, pilots, and AI workflows tailored to client needs and contributes to the professionalization of the sales process and team development.
- Develop a deep understanding of customers’ pain points, daily workflows, and legal processes for driving sales based on the customer situation.
- Map complex organizational structures to identify high-value use cases.
- Guide multi-stakeholder deals through legal, IT, and procurement processes with precision.
- Maintain accurate pipeline management and apply qualification frameworks to improve forecasting.
- Utilize a customer-focused sales methodology (e.g., Challenger Sale) to qualify and advance complex deals.
- Deliver compelling presentations and business cases that demonstrate Libra’s ROI and strategic impact.
- Share market insights and customer feedback with Product and Leadership to influence the roadmap.
- Contribute to and refine our enterprise sales playbook — we’re building this motion together.
Requirements
- Bachelor’s degree preferred in Business Administration or related commercial field.
- 3–6 years of B2B SaaS new sales experience with a proven track record of exceeding quota through complex, high-value deals.
- Strong commercial instincts and confidence engaging C-level decision-makers in legal, compliance, or operations.
- Proven ability to navigate complex procurement cycles and influence cross-functional buying committees.
- Experience selling into law firms, legal departments, or professional services — or the curiosity and drive to learn quickly.
- Native-level proficiency in German and fluent English.
Benefits
- Flexible working hours
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B SaaS salespipeline managementqualification frameworksstrategic account planningsales methodologypresentation skillsbusiness case developmentAI workflowscontract negotiationcomplex deal closing
Soft skills
relationship buildingcollaborationcustomer focuscommercial instinctsinfluencing skillscommunicationproblem-solvingadaptabilitystrategic thinkingteam development
Certifications
Bachelor’s degree in Business Administration or related field