Enterprise Account Executive

What you will do:
Sales Process:

Identify and engage senior stakeholders within leading legal and professional services markets

Manage the entire sales process - from opportunity creation to contract negotiation, closing, and handoff to the Account Management team

Consistently achieve and exceed sales quotas for your assigned territory and/or accounts

Maintain robust pipeline development activity to exceed $1M in annual sales

Overcome technical business objectives from prospective customers as needed

Conduct online or on-site product demonstrations for qualified prospects

Respond to RFPs for qualified business opportunities where Laurel is a strong fit

Collaborate with the Engineering team to ensure successful deal implementation and work with Account Management for firmwide activation

Demonstrate Laurel's ROI and business impact to C-level stakeholders

Product and Market Knowledge:

Maintain a deep understanding of Laurel's product and roadmap

Articulate Laurel's impact at both the organizational and industry levels

Continuously gather and analyze industry and competitive data to maintain a strong market position

Provide feedback to colleagues on customer needs, industry trends, market perceptions, and competitive intelligence

Sales Administration:

Maintain rigorous Salesforce pipeline hygiene

Accurately forecast monthly, quarterly, and annual opportunities

Prepare presentations, formal proposals and price quotes, ensuring all necessary paperwork is completed to process orders

Plan, promote, and conduct key business development events within your territory

You will be a great fit if you have:

Proven track record of successfully closing $200k+ deals within a 6-12 month sales cycle

At least 5 years experience in top-down, enterprise-wide software sales

Experience in an early-stage startup (Series B or earlier), demonstrating the ability to succeed with limited resources, undefined processes, and without repeatability

Success in operationalizing a founder-led Sales Playbook

Consistent history in meeting or exceeding quotas

Expertise in building relationships and presenting to C-suite level customers

Ability to lead a complex, multi-threaded sale with stakeholders ranging from executives across various functions to day-to-day product users - especially the ability to convey technical concepts to non-technical audiences

Highly autonomous, passions and creative with excellent verbal and written communication skills and meticulous attention to detail

Mastery of Salesforce and common software tools (e.g. G Suite, Zoom, Teams, Canva, ChatGPT, etc.)

Demonstrated ability to use AI tools in day-to-day workflows (e.g. drafting, research, call prep, CRM hygiene)

Curiosity and self-directed learning orientation toward emerging AI capabilities

Nice to haves:

Previous experience selling to legal, accounting, or consulting firms

Flexibility and Logistics:

This job will be based in our NY offices; we require three days in-office per week (Tues - Thurs)

This job may require travel up to 25% of the time during certain seasons

Unfortunately, we are not sponsoring visas at this time