Senior Account Executive

The Opportunity

We are seeking an experienced and commercially driven Senior Account Executive to lead enterprise sales efforts focused on acquiring new law firm clients across the UK. This is a strategic, consultative sales role focused on managing complex buying cycles and building relationships with senior stakeholders across top-tier and mid-market law firms. You will take ownership of the full sales process from prospecting through to close.

Key Responsibilities:

New Business Development

• Drive new logo acquisition across UK law firms, targeting top 200 and mid-market firms.
• Develop and execute territory plans focused on generating pipeline and closing new business opportunities.
• Identify and engage senior decision-makers including Managing Partners, Heads of Litigation, Innovation Directors, Knowledge Managers, CIOs, and Legal Operations leaders.
• Build outbound prospecting strategies through networking, referrals, strategic outreach, and industry engagement.

Enterprise Sales Execution

• Manage the full sales cycle from discovery through product demonstrations, commercial negotiation, procurement, and close.
• Lead consultative sales conversations focused on understanding law firm operational challenges and aligning our solutions to business outcomes.
• Navigate complex multi-stakeholder enterprise sales processes within law firms and legal organisations.
• Build and manage a strong pipeline capable of consistently achieving revenue targets.

Strategic Relationship Building

• Establish trusted relationships with senior stakeholders across law firms and legal technology buying committees.
• Become a subject matter expert
• Represent us at legal technology events, conferences, and industry networking opportunities.

Cross-Functional Collaboration

• Work closely with Sales Engineering, Customer Success, Marketing, and Product teams to deliver a strong customer buying experience.
• Collaborate internally on account strategy, competitive positioning, and go-to-market initiatives.
• Maintain accurate forecasting, pipeline hygiene, and opportunity management within CRM systems.

Market Expertise

• Stay informed on developments within legal technology and law firm innovation strategies.
• Understand the evolving challenges facing law firms.
• Provide market intelligence and competitive feedback to leadership.

Requirements:

• 5+ years experience in enterprise SaaS sales or strategic B2B technology sales.
• Proven track record exceeding quota in a full-cycle Account Executive or Senior Account Executive role.
• Experience selling into law firms or the wider legal sector is strongly preferred.
• Background selling legal technology, document management software, workflow automation, enterprise SaaS, or other complex software solutions.
• Experience managing six-figure and multi-year enterprise software deals.
• Strong consultative selling and discovery skills with the ability to engage senior decision-makers.
• Comfortable managing long and complex enterprise sales cycles.
• Excellent commercial negotiation and closing capabilities.
• Strong pipeline generation and outbound prospecting ability.
• Experience using Salesforce or similar CRM platforms.

Preferred Experience:

• Experience selling to top UK law firms.
• Existing network within UK law firms or legal technology buying communities.
• Experience working within high-growth SaaS environments.

Key Success Metrics:

• Achievement of quarterly and annual new business revenue targets.
• Growth in pipeline generation and qualified opportunities created.
• Successful acquisition of new law firm clients across the UK market.
• Strong forecast accuracy and disciplined sales execution.
• Development of strategic relationships across key legal industry stakeholders.

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