In this role as a Senior Sales Executive, you will: • Own full-cycle enterprise sales: prospecting, discovery, value mapping, business case development, multi-threading, negotiation, and close • Build the segment from the ground up: create and execute a focused territory and account strategy for transactional practices within Global Large Law Firms; develop repeatable motions and messaging for this buyer set • Engage senior stakeholders across transactional practices (e.g., Practice Group Leaders, Corporate/M&A Partners, deal team leaders, Innovation/Legal Ops Directors, Knowledge Management, and firm leadership) with compelling storytelling, tailored demos, and ROI-driven narratives • Run structured opportunity plans: validate needs, align on success criteria, build mutual close plans, and drive complex deals to signature • Become product fluent across solutions that support transactional and diligence-heavy workflows (e.g., CoCounsel and adjacent solutions used in due diligence, drafting/review, collaboration, and benchmarking including HighQ and Noetica); tailor demos to transactional attorney personas • Create pipeline with disciplined outbound: execute targeted outreach, practice group mapping, and account-based campaigns to build durable pipeline across transactional practices • Orchestrate internal resources (SEs, BDRs, marketing, enablement, legal, leadership) to progress multi-stakeholder opportunities and land/expand within accounts • Drive internal alignment and influence: communicate learnings from the field, shape segment positioning, and influence product/enablement priorities to accelerate adoption • Maintain forecasting rigor and CRM hygiene: accurate forecasting, consistent qualification (MEDDICC or similar), and strong opportunity documentation. Youre a fit for the role of Senior Sales Executive if your background includes: • 4+ years of successful B2B software/SaaS sales experience with large law firms (particularly transactional practices), legal technology, or professional services technology solutions • High-agency operator: you create clarity where there isnt any, develop creative solutions, and execute independently without waiting for perfect inputs • Drive and resilience: genuine motivation to build something new, take on challenges, and push through ambiguity in a change-resistant industry • Coachability: you seek feedback, learn quickly from experts, and are willing to try new methods-even when it challenges your defaults • Relationship management & business development strength: proven ability to build long-term professional relationships, earn trust with senior law firm stakeholders, and maintain genuine curiosity about attorney workflows and firm challenges • Communication and influence: ability to align internal teams and external buying committees around a shared vision and a mutual path to value • Fluency in modern sales methodologies: MEDDICC/Challenger/Solutions Selling, mutual action plans, and value-based selling • Workflow orientation: you can translate product capabilities into attorney outcomes-adoption plans, time savings, risk reduction, and measurable ROI-within diligence and transaction-heavy environments.
