Technical Account Executive

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

📋 Description

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

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

• Collaborate with LexisNexis Client Managers to formulate joint account strategies and facilitate customer interactions.

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

• Lead exploratory discussions regarding firm priorities, workflows, technology architecture, document management environments, integration needs, API use cases, data requirements, and security protocols.

• Position LexisNexis solutions in alignment with clients’ business and technical goals.

• Convert technical capabilities, integration needs, and licensing aspects into narratives that highlight business value.

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

• Navigate enterprise purchasing procedures, including information security assessments, procurement, legal reviews, technical validations, and firm approval workflows.

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

• Coordinate with Product, Engineering, Security, Legal, API, and other internal teams to address client needs and eliminate barriers in the sales cycle.

• Assist in the transition from sales to implementation alongside Engagement and Customer Success teams.

• Manage intricate sales processes through opportunity oversight, forecasting, CRM data management, proposals, commercial negotiations, and pipeline tracking.

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

⛳️ Requirements

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

• Proven track record of generating new product or expansion revenue within enterprise-level accounts.

• Experience in selling technical solutions related to integrations, APIs, data delivery, or workflow platforms.

• Demonstrated capability to engage executive, business, legal, and technical stakeholders within a single sales cycle.

• History of achieving or surpassing quotas in complex, multi-stage sales environments.

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

• Ability to articulate technical capabilities and requirements into clear business-value narratives.

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

• Capacity to mobilize and influence cross-functional teams without direct authority.

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

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

• Familiarity with document management systems like iManage or NetDocuments.

• Knowledge of 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 should reside near a major metropolitan area with easy access to a commercial airport.

• Willingness to travel approximately 20–30% of the time.

🏝️ Benefits

• Target variable compensation of $86,400.

• Uncapped variable earning potential.

• Country-specific benefits.

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