Apply on Employer Site

Martindale-Avvo · 8 hours ago

Senior Account Executive

Pleasanton, CA

Full-time

Hybrid

Mid, Senior Level

$70K/yr - $100K/yr

2+ years exp

Martindale-Avvo is a leading provider of digital marketing solutions for the legal industry, and they are seeking a high-performing Senior Account Executive to join their Acquisition Sales organization. The role focuses on acquiring new law firm clients and exceeding revenue goals through consultative, ROI-driven selling in a competitive environment.

AdvertisingMarketingProfessional Services

Responsibilities

Drive new business acquisition through high-volume outbound prospecting, consultative discovery, and tailored solution presentations

Lead with ROI and consultative value: position Martindale-Avvo Leads’s advertising digital marketing products in a way that connects to firm-specific growth goals

Own the full sales cycle: from prospecting and qualifying through discovery, proposal, negotiation, and closing

Master pipeline management: maintain disciplined activity, pipeline accuracy, and forecasting within Salesforce

Leverage data-driven insights: use metrics, reporting, and market trends to target opportunities and improve client outcomes

Negotiate with confidence: handle objections, present competitive differentiation, and close deals at or above minimum pricing thresholds

Act as a peer leader: model sales excellence, share best practices and mentor new hire Account Executives

Adapt and thrive through change: embrace new sales tools, evolving buyer behaviors, and product launches with agility and resilience

Accurate(+/- 5%) weekly forecasting

Proficient in a sales methodology (BANT, MEDDPIC, etc.)

Qualification

B2B inside salesConsultative sellingSalesforce proficiencyPipeline managementDigital marketing knowledgeHigh resilienceCold callingCommunicationGrowth mindsetNegotiation skills

Required

Strong consultative selling skills with the ability to uncover business pain points, articulate ROI, and deliver compelling solution presentations

Demonstrated ability to manage a short-to-medium sales cycle (2–4 weeks) while maintaining high activity levels

Proven success in new business acquisition — cold calling, objection handling, pipeline creation, and disciplined follow-up

Technical proficiency: Fluency in Salesforce (or equivalent CRM) - building reports, maintaining pipeline hygiene, and pulling insights for decision-making

Strong working knowledge of Outreach or other sales engagement tools

Comfort with Google Suite and other productivity platforms

Excellent communication skills: professional verbal presence, confident presentations and on-video demos, and polished written follow-up

High resilience and growth mindset - competitive, coachable, and committed to continuous improvement