Account Executive, II (Legal East/DC)

Reveal

11d•$106,250 - $125,000•Remote

About The Position

This sales role is responsible for prospecting and selling the suite of Reveal software solutions to federal, state and large city governments across the United States. In this selling role, team members will generate new business by qualifying prospects, understanding their use case, and articulating the value of our platform. The Account Executive will manage all aspects of the sales cycle, from qualification to close, within the assigned territories/markets.

Requirements

Bachelor’s degree required.
Experience with managing the full lifecycle of selling, from prospecting to close.
5+ years of sales experience. SaaS experience required.
Experience with E-Discovery/legal software and Challenger Sales methodology preferred.
Demonstrates the ability to identify and solve deal-related problems quickly across the team.
Ability to lead the conversation with prospects at all levels: executives, lit support, legal operations, and customer IT personnel.
Ability to work independently in a fast-paced, changing environment.
Exceptional verbal communication, networking, and relationship-building skills.
Detail oriented with the capacity to manage multiple, simultaneous sales cycles.
Excellent written and oral communication skills, including presentations.
Professional mannerisms and appearance.
Ability to travel, as necessary.

Nice To Haves

10+ years of sales experience with a focus in legal technology.
5+ years selling to the federal government and/or to state/large municipalities.
Experience with sales tools including ZoomInfo, Groove, Gong, Outlook, Salesforce, Slack, Microsoft Office suite, etc. (preferred)

Responsibilities

Understand eDiscovery market trends and competitor strategies.
Prospect and self-generate opportunities within your defined regional territories.
Build and maintain a prospecting database with clear actions and revenue expectations in Salesforce CRM
Consistently demonstrate a high level of deal progression activities: prospecting, discovery meetings, demos, product vetting, proposal and pipeline growth
Understand the prospect’s needs and goals; via discovery efforts, map the prospect’s needs, expectations and use case to the appropriate Reveal solution set.
Manage the entire sales cycle to win new business in designated accounts.
Develop a comprehensive sales strategy for each prospect.
Meet or exceed new business pipeline and ARR growth expectations for regional territories.
Collaborate with sales engineers, customer success, finance, marketing, and client services teams to package the commercial offerings

Benefits

401k match program
Comprehensive health benefits (Medical, Dental, Vision, and HSA/FSA)
Group Term Life Insurance and Voluntary Life Insurance option
Paid holidays
Paid vacation, sick, and personal days
FSA dependent care benefit
Comprehensive child recovery and bonding leave policies
Short and long-term disability benefits
Access to onsite gym and recreational area
Friendly, collaborative, in-office work environment with ample opportunity for professional development.