Senior Account Executive - US

About the role

We are seeking a driven and results-oriented Account Executive to join our team and drive growth within the legal tech space. This individual will be at the forefront of driving new business, focusing on hunting and closing new business with in-house legal teams at corporations of all sizes. You will be responsible for identifying key decision-makers, understanding their unique challenges, and demonstrating how Definely can streamline their workflows and improve efficiency.

This is a high-visibility role within the organisation with an incredible opportunity to drive impact and value quickly. The ideal candidate will be comfortable working in a fast-paced environment, rolling up your sleeves to get the job done and adapting to changing priorities.

Key Responsibilities

• Prospecting and Lead Generation: Identifying, negotiating and closing new business opportunities with key decision-makers at target customers, including working closely with SDRs to drive top-of-funnel lead generation, qualifying new leads, preparing and delivering pitches, managing target customers through the sales pipeline and negotiating and closing commercial agreements.

• Needs Analysis and Solution Selling: Understanding the complex business challenges of our target customers and effectively positioning Definely to align with their strategic objectives. This includes conducting in-depth needs assessments, building business cases and successfully demonstrating ROI.

• Sales Cycle Management: Managing the entire sales cycle from initial contact through negotiation and closing, navigating complex procurement processes and multiple stakeholders within enterprise organisations.

• Pilot Management: Overseeing and managing pilot programs with prospective clients, ensuring successful implementation and demonstrating the value of Definely in a live environment. This involves close collaboration with internal teams and the client to define objectives, track analytics and feedback and report results.

• Relationship Building: Developing and maintaining strong, long-term relationships with key decision-makers and influencers within target customers.

• Forecasting and Reporting: Accurately forecasting sales activity and revenue, providing regular updates to sales leadership, and maintaining accurate records within our CRM (HubSpot).

• Contract Negotiation: Leading contract negotiations with enterprise clients, working closely with legal and finance teams to ensure favourable terms and conditions.

• Collaboration: Collaborating effectively with internal teams, including RevOps, marketing, product and customer success.

• Market Intelligence: Staying up-to-date on industry trends, competitive landscape and customer needs to inform outbound strategies and product development.

What You Bring

• Previous experience in a business development role, within a B2B SaaS business, ideally within the legal and/or financial industry and focused on large enterprise clients.

• Enthusiastic and hungry to be part of something big, play a big role in the success of the company and share ideas across the business to help drive growth.

• Excellent business acumen and interpersonal skills: ability to develop relationships at the senior level and handle complex sales cycles.

• Comfortable running complex, multithreaded enterprise sales processes with multiple stakeholders.

• Self-starter: eager to learn and thrive in a high-functioning team environment.

• Results-orientated: do what it takes to make your team successful and have high standards.

• Meticulous in your record-keeping, adept at mapping complex stakeholder landscapes and driven by a constant desire to learn and refine your approach with new information.

• Analytical Rigour (if you cannot measure it, you cannot improve it): Data-driven approach to identifying and solving problems, comfortable presenting and visualising data.

• Exceptional attention to detail and ability to manage time efficiently.

• Authentic, confident and articulate, with excellent communication and presentation skills and the ability to deliver ideas clearly and concisely to internal and external stakeholders at all levels of seniority.

What we can offer you:

• Competitive Salary – We offer a highly competitive salary that reflects your skills, experience, and contributions.

• Impact & Growth – Join a fast-growing startup where yo