Account Executive Italy 🇮🇹 - Mid-Market / Enterprise

At Doctrine, we're building Europe's leading legal AI platform.

Our belief? Law shouldn't be slowed down by repetitive tasks. It should be augmented by a specialised AI, designed to understand, analyse and produce legal reasoning at the highest standard.

Our ambition? To help legal professionals work with greater reliability, efficiency and peace of mind, through a single, comprehensive and secure platform.

Today, 27,000 legal professionals across five countries (France, Italy, Germany, Spain and Luxembourg) trust us to do just that.

Our growth is guided by a clear approach: a global vision, grounded in a deep understanding of local specificities.

Behind this ambition, a team of around 250 people, united around one goal: supporting lawyers and legal professionals at every stage of their work, from research to drafting.

And we're just getting started.

Doctrine employs over 250 people and has been growing steadily and profitably for several years.

Now multi-country and multi-product, we are scaling our presence in Italy and moving up-market.

We are looking to strengthen the team that owns the Italian market, with a focus on mid-market and enterprise accounts.

Reporting to our Head of Sales International, Pascale Rouchon, you will own the full sales cycle on mid-market and enterprise accounts, from prospecting to closing, as well as the expansion of your portfolio.

To succeed, you'll need a deep understanding of your clients and their drivers, the ability to navigate complex, multi-stakeholder deals, and close collaboration with our product, sales ops, and marketing teams.

Own the full sales cycle on mid-market and enterprise accounts, from outreach to demos, negotiation, and closing

Build and execute account strategies for complex, multi-stakeholder deals with longer cycles and higher ACV

Combine outbound prospecting with inbound to build a strong, qualified pipeline

Expand and renew your existing portfolio (land and expand)

Understand your prospects' challenges in depth and build relevant go-to-market strategies

Share insights and learnings from the Italian market with the internal Italian squad

Achieve the monthly targets set by the company for your segment

You are fluent in Italian

You have solid sales experience, ideally in SaaS, selling to mid-market and/or enterprise accounts

You are comfortable running complex deals and engaging multiple stakeholders, including C-level

You have a hunter mindset and aim to exceed your sales targets

You have excellent written and verbal communication skills: you listen actively and communicate with empathy, clarity, and precision

You are extremely rigorous and detail-oriented

You have a strong sense of ownership and a taste for challenges: you thrive in demanding environments, are motivated by performance-based incentives, and appreciate an uncapped variable compensation

Knowledge of the legal sector is a plus

The role can be based in Paris or Milan, with occasional travel within Italy