Account Executive, Mid Market

Job Description

Position: Account Executive

Reports To: Vice President, Lead Generation

Location: Chicago, IL

Position Summary

This sales role is responsible for selling the Reveal Software Platform, eDiscovery, and AI Investigation solutions to small and mid sized corporations, law firms, and LSPs.  In this selling role, team members will close new business by qualifying prospects, understanding their use case, and articulating the value of our platform.  The Business Development Representative will manage all aspects of the sales cycle, from qualification to close, within the assigned markets.

From your seat in our beautiful new office in downtown Chicago, you will have access to many teammates to help respond to clients timely.  Our office is in the heart of the loop with very convenient access to all major public transportation lines. Please note that we are onsite with a traditional five-day work week schedule. This is a fully in-person role.

Responsibilities & Duties

• Manage the entire sales cycle to win new business in designated accounts.
• Understand the prospect’s needs and goals; effectively map their expectations and use case to the appropriate Reveal solution set.
• Deliver the standard Reveal demos and help tailor our product messaging to the audience.
• Develop a comprehensive sales strategy for each prospect.
• Build and maintain a prospecting database with clear actions and revenue expectations in HubSpot CRM; Consistently demonstrate a high level of deal progression activities.
• Meet or exceed sales plans for designated accounts; achieve new business pipeline expectations within 6 months.
• Understand eDiscovery market trends and competitor strategies.
• Collaborate with sales engineers, customer success, finance, marketing, and client services teams.
• Self-generate opportunities within your defined account base.

Characteristics

• Exceptional verbal communication, networking, and relationship-building skills.
• Ability to converse with prospects at all levels, including executives, lit support, legal operations, and customer IT personnel.
• Detail oriented with the capacity to manage multiple, simultaneous sales cycles.
• Ability to work independently in a fast-paced, changing environment.

• Excellent written and oral communication skills, including presentations.
• Demonstrates the ability to identify and solve deal-related problems quickly across the team.
• Professional mannerisms and appearance.
• Ability to travel, as necessary.

Education & Experience

• Bachelor’s degree required.

• Two or more years of sales experience.  Software experience preferred.
• Experience with managing the full lifecycle of selling, from prospecting to close<