Technical Account Executive

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Drive revenue generation for Protégé for Word, Protégé for Drafting, Document Management System integrations, and LexisNexis API solutions within prominent law firms.

• Take ownership and spearhead new product initiatives and expansion opportunities within designated large-law accounts.

• Collaborate with LexisNexis Client Managers by formulating joint account strategies and coordinating client interactions.

• Maintain oversight of the opportunity lifecycle from initial qualification to closing.

• Lead technical assessments addressing firm priorities, workflows, technology architecture, document management environments, integrations, APIs, data requirements, and security protocols.

• Position LexisNexis solutions in alignment with each firm's business and technical goals.

• Convert technical capabilities, integration prerequisites, and licensing factors into compelling business-value narratives.

• Engage with CIOs, CTOs, innovation leaders, knowledge management teams, data and AI leaders, managing partners, practice leaders, and IT governance stakeholders.

• Guide opportunities through information security assessments, procurement, legal reviews, technical validation, and various approval processes.

• Collaborate with Client Managers, solution specialists, Engagement, and Customer Success on account strategies, discovery sessions, demonstrations, and advancing opportunities.

• Mobilize Product, Engineering, Security, Legal, API, and other internal teams to meet customer requirements and eliminate obstacles.

• Assist in the transition from sale to implementation.

• Manage intricate sales cycles through opportunity management, forecasting, and maintaining CRM standards.

• Create proposals and structure as well as negotiate commercial terms within company parameters.

• Ensure visibility into pipeline health, deal progress, risks, and quota performance.

• Prioritize accounts and opportunities based on customer needs, strategic fit, revenue potential, and likelihood of implementation.

• Provide support for the West Coast region while working from a home-based position.

⛳️ Requirements

• A minimum of five years of experience in SaaS, enterprise software, data solutions, or legal technology sales.

• Proven success in generating new product or expansion revenue within enterprise accounts.

• Experience in selling technical solutions that involve integrations, APIs, data delivery, or workflow platforms.

• Established capability to engage with executive, business, legal, and technical stakeholders throughout the sales cycle.

• A track record of achieving or surpassing quotas in complex, multi-stage sales environments.

• Strong skills in discovery, presentation, business-case development, negotiation, and closing.

• Ability to translate technical capabilities and requirements into straightforward business-value narratives.

• Demonstrated ability to co-sell, create joint account strategies, and coordinate effectively with account owners and internal specialists.

• Capable of mobilizing and influencing cross-functional teams without direct authority.

• Excellent organizational skills and a disciplined approach to opportunity management, forecasting, and follow-through.

• Experience selling to AmLaw firms or other large legal organizations.

• Familiarity with document management systems such as iManage or NetDocuments.

• Experience with APIs, data integrations, legal drafting technology, generative AI tools, or enterprise workflow platforms.

• Understanding of law firm technology, information security, data governance, and procurement processes.

• Experience working within a specialist, overlay, or matrixed sales model.

• Candidates must be located near a major metropolitan area with easy access to a commercial airport.

• Anticipated travel of approximately 20–30%.

🏝️ Benefits

• Target variable compensation of $86,400.

• Uncapped variable earning potential.

• Home-based position.

• Country-specific benefits.

• Accommodation or adjustment assistance for applicants with disabilities or other needs.