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Definely · 3 weeks ago

Enterprise Account Executive

United States

Full-time

Remote

Mid, Senior Level

Definely is a company focused on simplifying the way legal professionals access and understand complex information in legal documents. They are seeking a driven Enterprise Account Executive to drive growth within the legal tech space by identifying and closing new business opportunities with in-house legal teams.

Artificial Intelligence (AI)LegalLegal TechSaaSSoftware

Growth Opportunities

Responsibilities

Prospecting and Lead Generation: Identifying, negotiating and closing new business opportunities with key decision-makers at target customers, including working closely with SDRs to drive top-of-funnel lead generation, qualifying new leads, preparing and delivering pitches, managing target customers through the sales pipeline and negotiating and closing commercial agreements

Needs Analysis and Solution Selling: Understanding the complex business challenges of our target customers and effectively positioning Definely to align with their strategic objectives. This includes conducting in-depth needs assessments, building business cases and successfully demonstrating ROI

Sales Cycle Management: Managing the entire sales cycle from initial contact through negotiation and closing, navigating complex procurement processes and multiple stakeholders within enterprise organisations

Pilot Management: Overseeing and managing pilot programs with prospective clients, ensuring successful implementation and demonstrating the value of Definely in a live environment. This involves close collaboration with internal teams and the client to define objectives, track analytics and feedback and report results

Relationship Building: Developing and maintaining strong, long-term relationships with key decision-makers and influencers within target customers

Forecasting and Reporting: Accurately forecasting sales activity and revenue, providing regular updates to sales leadership, and maintaining accurate records within our CRM (HubSpot)

Contract Negotiation: Leading contract negotiations with enterprise clients, working closely with legal and finance teams to ensure favourable terms and conditions

Collaboration: Collaborating effectively with internal teams, including RevOps, marketing, product and customer success

Market Intelligence: Staying up-to-date on industry trends, competitive landscape and customer needs to inform outbound strategies and product development

Qualification

B2B SaaS experienceEnterprise sales managementContract negotiationCRM proficiencyData-driven analysisRelationship buildingCommunication skillsAttention to detailSelf-starterResults-oriented

Required

Previous experience in a business development role, within a B2B SaaS business, ideally within the legal and/or financial industry and focused on large enterprise clients

Enthusiastic and hungry to be part of something big, play a big role in the success of the company and share ideas across the business to help drive growth

Excellent business acumen and interpersonal skills: ability to develop relationships at the senior level and handle complex sales cycles

Comfortable running complex, multithreaded enterprise sales processes with multiple stakeholders

Self-starter: eager to learn and thrive in a high-functioning team environment

Results-orientated: do what it takes to make your team successful and have high standards

Meticulous in your record-keeping, adept at mapping complex stakeholder landscapes and driven by a constant desire to learn and refine your approach with new information

Analytical Rigour (if you cannot measure it, you cannot improve it): Data-driven approach to identifying and solving problems, comfortable presenting and visualising data

Exceptional attention to detail and ability to manage time efficiently

Authentic, confident and articulate, with excellent communication and presentation skills and the ability to deliver ideas clearly and concisely to internal and external stakeholders at all levels of seniority