Account Executive, Enterprise

Job Description

Position: Enterprise Account Executive

Reports To: SVP of Business Development

Position Summary

This sales role is responsible for prospecting and selling the Reveal Software Platform, eDiscovery, and AI Investigation solutions to corporations, governmental agencies, and law firms. In this selling role, team members will generate new business by qualifying prospects, understanding their use case, and articulating the value of our platform.  The Enterprise Account Executive will manage all aspects of the sales cycle, from qualification to close, within the assigned territories/markets.

Responsibilities & Duties

• Understand eDiscovery market trends and competitor strategies.
• Prospect and self-generate opportunities within your defined regional territories.
• Build and maintain a prospecting database with clear actions and revenue expectations in Salesforce CRM
• Consistently demonstrate a high level of deal progression activities: Prospecting, discovery meetings, demos, product vetting, proposal and pipeline growth
• Understand the prospect’s needs and goals; via discovery efforts, map the prospect’s needs, expectations and use case to the appropriate Reveal solution set.
• Manage the entire sales cycle to win new business in designated accounts.
• Develop a comprehensive sales strategy for each prospect.
• Meet or exceed new business pipeline and ARR growth expectations for regional territories.
• Collaborate with sales engineers, customer success, finance, marketing, and client services teams to package the commercial offerings

Characteristics

• Demonstrates the ability to identify and solve deal-related problems quickly across the team.
• Ability to lead the conversation with prospects at all levels: executives, lit support, legal operations, and customer IT personnel.
• Ability to work independently in a fast-paced, changing environment.
• Exceptional verbal communication, networking, and relationship-building skills.
• Detail oriented with the capacity to manage multiple, simultaneous sales cycles.

• Excellent written and oral communication skills, including presentations.
• Experience with sales tools including ZoomInfo, Groove, Gong, Outlook, Salesforce, Slack, Microsoft Office suite, etc. (preferred),
• Professional mannerisms and appearance.
• Ability to travel, as necessary.

Education & Experience

• Bachelor’s degree required.
• Experience with managing the full lifecycle of selling, from prospecting to close.

• 5+ years of sales experience. SaaS experience required.
• Experience with E-Discovery/legal software and Challenger Sales methodology preferred.