Account Executive

Job Description

Job Description

The Opportunity

The Account Executive is responsible for selling our solutions to drive new revenue. This is a high impact position that contributes to our overall growth by delivering sales results within a defined territory through influence, relationship-building, and value-based selling. An Account Executive works with other Litera team members to build and cultivate relationships to identify and execute on new growth opportunities, including substantial expansion within current clients. Account Executives focus on customer-centric growth and are expected to manage the deal process, from discovery through close.

A Day in the Life

• Attain monthly and quarterly sales targets

• Earn credibility as a trusted advisor for key contacts within each firm in your territory

• Actively listen, understand customer objectives, and articulate relevant technology and business trends and benefits

• Develop detailed territory and account plans by working cross-functionally

• Expand relationships and grow our partnership within each customer

• Represent Litera at events to influence sales opportunities

Role Progression

Within 1 Month, You Will:

• Complete Litera New Hire Onboarding

• Participate in instructor-led Sales Bootcamp

• Learn best practices, processes, and business tools, including Salesforce and Microsoft Office

• Be prepared to effectively manage all steps in the sales process

Within 3 Months, You Will:

• Prepare, present, and begin executing on a strategic territory growth plan

• Create and deliver presentations, proposals, and product demonstrations with support from Pre-Sales and other team members

• Prospect and close deals

Within 6 Months, You Will:

• Manage full sales cycle for territory/region

• Consistently generate new pipeline to drive growth

• Be a key contributor to Sales QBR presentations for your territory/region

About You

• You are energized by navigating complex organizations and decision-making processes

• You can earn credibility as a trusted advisor with c-suite and senior leaders within large global organizations

• Experience and familiarity with finance personas within an organization, understanding what matters to them and how to win them over.

• You have a strong desire to learn about and evangelize technology solutions to challenging business problems

• You are keen on organization, collaboration, getting things done, and routinely meet metric-based quota goals

• Comfortable with a quickly changing environment

• Thrive on open transparency, communication, and collaboration internally and externally

• Competency with Salesforce, Excel, Teams, PowerPoint