Account Executive, Cloud Communications

This is a fully remote position, open to applicants in Arizona, +5 more states.

📋 Description

• Take ownership of the entire sales process from start to finish, which encompasses qualification, discovery, demos, business case development, proposals, negotiations, and closing deals.

• Engage with firm owners, managing partners, office administrators, and IT decision-makers.

• Conduct trials as genuine opportunities with a structured close plan to drive conversion from trial to paid and ensure timely activation.

• Collaborate with Customer Success Managers or Account Managers to enhance attach rates and expansion within the current customer base.

• Keep an accurate pipeline and forecast in Salesforce, maintaining a 3x qualified ratio.

• Consistently meet and surpass monthly and quarterly targets across seats, trials, and revenue.

• Assess firms’ existing communication setups, including providers, contract dates, seat counts, DID and toll-free inventory, and monthly expenditures.

• Create call flow diagrams and translate them into functional configurations.

• Evaluate network and hardware readiness, and outline number porting requirements, including LOA and CSR prerequisites, timelines, rejection reasons, and cutover expectations.

• Address contract-overlap objections and manage discussions regarding E911, dispatchable location, call-recording consent, and messaging compliance.

• Become the go-to expert on Clio’s VoIP/UCaaS offerings, including voice, messaging, call routing, and integration with core platforms.

• Provide live demonstrations and needs-based presentations that align telephony features with law-firm workflows.

• Assist Account Executives and Customer Success Managers during calls, business case discussions, and technical conversations.

• Collaborate with Solutions Engineering on complex configurations.

• Work alongside Onboarding and Migrations teams to ensure seamless transitions, highlighting porting risks, hardware requirements, and timeline expectations.

• Appropriately escalate issues instead of improvising solutions.

⛳️ Requirements

• A minimum of 3 years of B2B sales experience carrying a quota, with a proven track record of consistently achieving and surpassing targets.

• Direct experience in selling UCaaS, VoIP, CCaaS, telecommunications services, or a relevant background in unified communications or contact centers.

• Practical knowledge of business voice systems, including call flows, auto attendants, extensions, hunt groups, DIDs, number inventory, voicemail routing, and desk-phone provisioning.

• Hands-on experience with number porting and the ability to set realistic expectations.

• Ability to navigate relationships with incumbent providers, contract end dates, term overlaps, and buyout negotiations comfortably.

• Comfort in working within an AI-assisted environment.

• Experience in selling to an existing customer base and developing a case with a champion.

• Strong instincts for discovery and value-based selling.

• Disciplined approach to pipeline management and accurate forecasting in Salesforce.

• High tolerance for ambiguity and a capacity to contribute to building the playbook.

• Experience with RingCentral, Dialpad, Zoom, 8x8, Nextiva, GoTo, Vonage, a carrier, or CLEC is advantageous.

• Experience in the legal technology, legal services, or professional-services sectors is a plus.

• Familiarity with E911 and dispatchable location, STIR/SHAKEN, A2P messaging registration, and call-recording consent is beneficial.

• Ability to interpret basic call-quality diagnostics, including jitter, latency, packet loss, and MOS is an asset.

• Experience collaborating with onboarding, implementation, or migrations teams is favorable.

• Bilingual English/French or experience selling into the Canadian market is a plus.

🏝️ Benefits

• Competitive and equitable salary along with top-tier health benefits, including dental and vision insurance.

• Hybrid work environment for local Clions in Vancouver, Calgary, Toronto, Dublin, and Sydney, with a minimum expectation of being in the office twice per week.

• Flexible time off policy, encouraging 20 days off per year.

• Employee Assistance Program (EAP) benefits for you and household members, offering counseling and online resources.

• 401k matching.

• Child Education Savings program.

• Clioversary recognition program that acknowledges milestones at 3, 5, 7, and 10 years.

• Variable compensation based on performance at 100% attainment, included in OTE but not guaranteed, depending on individual, team, or company results.

• Accessibility accommodations available during the recruitment process.