Senior Account Executive

Senior Account Executive

Requirements

• Proven track record of successfully closing $200K+ deals within a 6–12-month sales cycle.
• At least 5 years of experience in top-down, enterprise-wide software sales.
• Experience in an early-stage startup (Series B or earlier), demonstrating the ability to succeed with limited resources, undefined processes, and without repeatability.
• Success in operationalizing a founder-led Sales Playbook.
• Consistent history of meeting or exceeding quotas.
• Expertise in building relationships and presenting to C-suite-level customers.
• Ability to lead a complex, multi-threaded sale with stakeholders ranging from executives across various functions to day-to-day product users – especially the ability to convey technical concepts to non-technical audiences.
• Highly autonomous, passionate, and creative.
• Excellent verbal and written communication skills with meticulous attention to detail.
• Mastery of Salesforce and common software tools (e.g., G Suite, Zoom, Teams, Canva, ChatGPT, etc.).

Responsibilities

• Identify and engage senior stakeholders within leading legal and professional services markets.
• Manage the entire sales process—from opportunity creation to contract negotiation, closing, and handoff to the Account Management team.
• Consistently achieve and exceed sales quotas for your assigned territory and/or accounts.
• Maintain robust pipeline development activity to exceed $1M in annual sales.
• Overcome technical and business objections from prospective customers as needed.
• Conduct online or on-site product demonstrations for qualified prospects.
• Respond to RFPs for qualified business opportunities where Laurel is a strong fit.
• Collaborate with the Engineering team to ensure successful deal implementation and work with Account Management for firmwide activation.
• Demonstrate Laurel’s ROI and business impact to C-level stakeholders.
• Maintain a deep understanding of Laurel’s product and roadmap.
• Articulate Laurel’s impact at both the organizational and industry levels.
• Continuously gather and analyze industry and competitive data to maintain a strong market position.
• Provide feedback to colleagues on customer needs, industry trends, market perceptions, and competitive intelligence.
• Maintain rigorous Salesforce pipeline hygiene.
• Accurately forecast monthly, quarterly, and annual opportunities.
• Prepare presentations, formal proposals, and price quotes, ensuring all necessary paperwork is completed to process orders.
• Plan, promote, and conduct key business development events within your territory.
• Travel to and attend trade shows, conferences, and on-site visits with customers and prospects.

Preferred Qualifications

• Previous experience selling into legal, accounting, or consulting firms