Description
The Senior Sales Executive, HVA Growth will have a portfolio of high-value, high-growth Mid Law firms (50+ attorneys) and lead consultative, business-first engagements that set a higher bar for impact.
Responsibilities:
- Driving Results: Identify the best channel for engagement with customers, develop and execute territory growth strategies across a portfolio of strategic Mid Law accounts
- Owning the Full Sales Cycle: Prospect new customers, lead consultative discovery, deliver compelling product demos, validate needs, shape product plans, and drive deals to close
- Relationship Management: Focus on new logo acquisition and mid-contract upsell/cross-sell opportunities and renewals; build and manage multi-threaded relationships with partners, C-suite executives, and other key decision-makers within firms
- Product Proposition: Possess strong working knowledge across AI and legal research product suite, with the credibility to speak knowledgeably about how these tools drive efficiency, accuracy, and competitive advantage for law firms
- Reporting: Utilize an automated and insight-driven Salesforce workflow to progress deals; KPIs include nurturing opportunities and moving more complex sales to close
- Client & Market Intelligence: Understand the specific business drivers, competitive pressures, and technology adoption trends shaping Mid Law firms today, and use that intelligence to position AI solutions as a strategic differentiator for clients
Requirements:
- Minimum 5 years of successful enterprise software sales experience in a consultative, C-suite-level selling environment
- Demonstrated success managing full, complex sales cycles end-to-end
- Working knowledge of West products, experience selling into large law firm accounts, and strong knowledge and background in the legal profession and/or legal publishing industry required
- Comfort and credibility discussing AI-driven legal solutions with sophisticated buyers
- 4-year college degree, or equivalent experience
- Ambitious self-starter with high energy, intellectual curiosity, and a track record of exceeding quota
- Excellent consultative communication, negotiation, and closing skills
- Effective time management skills and the discipline to maintain rigorous CRM hygiene and pipeline forecasting accuracy
Benefits:
- Flexibility & Work-Life Balance: Flex My Way programme, work from anywhere for up to 8 weeks per year
- Career Development and Growth: Grow My Way programming and skills-first approach
- Industry Competitive Benefits: Comprehensive benefit plans, flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement
- Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance
- Social Impact: Opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives
Salary Range: $189,000 USD - $351,000 USD