Senior Sales Executive, HVA Growth

This is a fully remote position, open to applicants in Minnesota.

📋 Description

• Determine the optimal customer engagement channel, primarily opting for virtual interactions for most transactions.

• Create and implement strategies for territory growth within key Mid Law accounts.

• Seek out new clients and manage the complete sales process from initial discovery to closing.

• Provide product demonstrations for Westlaw, Practical Law, CoCounsel, and AI-driven solutions.

• Assess customer requirements, influence product development, and facilitate deal closures.

• Secure new logos while also pursuing upsell, cross-sell, and renewal opportunities within existing contracts.

• Cultivate multi-threaded relationships with partners, C-suite executives, and influential decision-makers at law firms.

• Position AI and legal research products as key strategic differentiators for law firms.

• Collaborate with Sales Specialists when in-depth product expertise is necessary.

• Maintain Salesforce workflows, nurture leads, and enhance the conversion rate of complex sales.

• Utilize client and market intelligence to comprehend Mid Law business drivers, competitive landscape, and technology trends.

⛳️ Requirements

• At least 5 years of proven enterprise software sales experience in a consultative environment at the C-suite level.

• Previous experience in legal tech or SaaS/AI sales is highly preferred.

• Proven track record of managing intricate full sales cycles from prospecting to negotiation and closure.

• Familiarity with West products is essential.

• Experience in selling to large law firm accounts is required.

• Strong understanding and background in the legal field and/or legal publishing industry is necessary.

• Ability to articulate AI-driven legal solutions and convert technical features into business ROI.

• A 4-year degree or equivalent work experience is required.

• History of consistently surpassing sales quotas.

• Strong consultative communication, negotiation, and closing abilities.

• Effective time management and meticulous Salesforce CRM practices.

• Accurate pipeline forecasting is expected.

• Familiarity with Gong or similar sales enablement tools is a plus.

• Capability to work from a home office and travel to client sites as necessary.

• Proficiency in MS Office suite and general database management.

• Competence in utilizing internet, periodical, and internal prospecting tools.

🏝️ Benefits

• Flex My Way supportive workplace policies.

• Flexible work arrangements.

• Opportunity to work from anywhere for up to 8 weeks each year.

• Grow My Way programming and skills-first development initiatives.

• Flexible vacation options.

• Two company-wide Mental Health Days off.

• Access to the Headspace app.

• Retirement savings plans.

• Tuition reimbursement for further education.

• Employee incentive programs.

• Resources for mental, physical, and financial wellbeing.

• Inclusion and belonging programs.

• Two paid volunteer days off annually.

• Opportunities for pro-bono consulting projects and ESG initiatives.

• Comprehensive health insurance coverage.

• Dental insurance.

• Vision insurance.

• Disability insurance.

• Life insurance options.

• Competitive 401k plan with company matching contributions.

• Paid sick and safe time off.

• Paid holidays.

• Parental leave policies.

• Sabbatical leave options.

• Optional hospital, accident, and sickness insurance.

• Optional life and AD&D insurance plans.

• Flexible Spending Accounts available.

• Health Savings Accounts offered.

• Fitness reimbursement programs.

• Employee Assistance Program access.

• Group Legal Identity Theft Protection benefit.

• 529 Plan savings options.

• Commuter benefits available.

• Adoption and Surrogacy Assistance programs.

• Employee Stock Purchase Plan.