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Steno · 1 month ago

Senior Account Executive (Am Law)

United States

Full-time

Remote

Mid, Senior Level

$103K/yr - $110K/yr

Steno is a rapidly growing company revolutionizing the court reporting industry. They are seeking a Senior Account Executive (Am Law) to leverage their understanding of law firm business models to build relationships with key stakeholders and drive sales growth within AM Law 100 accounts.

Document ManagementLegalLegal TechPayments

Growth Opportunities

Responsibilities

Develop and execute territory plans for assigned AM Law 100 accounts with focus on revenue growth and client retention

Navigate lengthy procurement processes involving multiple decision-makers and influencers across practice groups and administrative functions

Build and maintain relationships with staff, partners, practice group leaders, C-suite executives

Conduct research to understand firm-specific challenges, practice area needs, and business objectives

Uncover,track and land large cases, work cross functionality and with sales peers to bring in all parties involved in the matter

Create and close MSA opportunities in your AM Law accounts

Lead pricing discussions and negotiate with the clients and Stenos best interests in mind

Partner with our operations and development teams to ensure seamless implementation and client satisfaction

Monitor competitive landscape, industry trends, and client feedback to inform product development and sales strategy

Attend relevant industry conferences and events on behalf of Steno

Maintain accurate Hubspot records and provide regular pipeline updates

Demonstrate all Steno technology to your prospects and clients alike

Qualification

AM Law experienceEnterprise salesStrategic account planningComplex negotiation skillsC-suite engagementConsultative sellingLegal industry knowledgeTechnology proficiencyPatiencePerseveranceRelationship buildingTeam player

Required

Deep understanding of AM LAW firms, with a strong grasp of law firm hierarchy, practice types and current legal industry trends

Consultative seller skilled at navigating 6-12+ month sales cycles with multiple stakeholders (paralegals, partners, practice group leaders, COOs, CIOs, procurement)

Proven track record of finding, tracking, negotiating and landing large cases and MSA agreements

Understanding of the importance of involvement in ensuring that operations team is fulfilling clients expectations

Executive presence to engage C-suite and senior partners; maintain extensive legal industry network and connections across target accounts

Experienced in strategic account planning, complex negotiation skills, ability to articulate ROI in terms of profit-per-partner and operational efficiency metrics

Team player who can see the overall opportunity in front of them and seek to do the right thing for the client and Steno first

Interest in technology that can make clients' lives easier

Hungry for success and will do what it takes to surpass goals

Love of fun redefining how deposition services are sold

Ability to thrive in the organized chaos that is the world of litigation

'Land & Expand' mentality when it comes to managing AM LAW accounts

Understanding that patience, perseverance and consistency are attributes necessary for a longer sales cycle