Mid-Market Inside Sales Account Executive

Filevine•Salt Lake City, UT

4d•Onsite

About The Position

Filevine is hiring a quota-carrying individual contributor to manage a defined book of existing customers and grow revenue through adoption, expansion, and upselling of Filevine products, particularly LOIS and its AI capabilities. This is a high-velocity, consultative inside sales role managing a large portfolio of accounts and conducting most sales activity by phone, video, and email. The position is based in the office five days a week at Filevine’s Sugarhouse, Utah location. The role involves understanding customers’ legal workflows and business goals, identifying opportunities across accounts, tailoring customer messaging and demonstrations, guiding purchasing decisions, and coordinating with internal teams to provide a seamless customer experience. The Account Executive is responsible for accurate forecasting and CRM records, applying Filevine’s sales process, and meeting or exceeding quota. The stated on-target earnings are $240,000, with a 40/60 split, uncapped commissions, and tiered accelerators. Compensation is determined based on factors including location, qualifications, education, experience, skills, and performance. The position is also eligible for paid time off and a comprehensive benefits package.

Requirements

3–5+ years of experience in inside sales, account management, or SaaS sales.
Experience managing an installed base or book of business is preferred within the stated experience profile.
Experience with upsell and cross-sell motions in a high-volume, transactional-to-mid-market environment.
A strong track record of managing daily, weekly, monthly, and quarterly objectives across many accounts.
Skills in discovery, pipeline management, account planning, and overcoming objections.
Excellent written and verbal communication, presentation, and listening skills.
Strong organizational and time-management skills, including the ability to prioritize across a large portfolio.
Proficiency in Salesforce or a similar CRM.
Ability to maintain focus, productivity, and composure in high-stress, fast-paced in-person environments.
Ability to work in the office five days a week at the Sugarhouse, Utah location.
Ability to adapt to an open-office layout while staying focused and respectful of colleagues.
Ability to handle high-priority Zoom calls with upset customers on short notice, using empathy and composure to resolve complex issues.

Nice To Haves

Experience in legal technology, AI products, or the legal industry.

Responsibilities

Own a book of business and manage the full sales cycle for expansion and upsell opportunities within it.
Drive customer adoption of LOIS and Filevine’s AI capabilities by explaining how AI can transform day-to-day legal work.
Identify whitespace and growth opportunities, including additional users, new products, and new LOIS capabilities.
Conduct discovery conversations to understand customers’ workflows, goals, and challenges, and align Filevine solutions to them.
Share insights that help customers evaluate options and understand the value of expanding their investment in Filevine.
Prepare and tailor customer messaging and demonstrations for different practice areas and firm sizes.
Guide customers through the purchasing process and keep deals on agreed-upon timelines.
Partner with Customer Success, Support, and Account Management to coordinate outreach and ensure a seamless customer experience.
Forecast quarterly and annual performance and report on activity and pipeline metrics.
Maintain accurate, up-to-date CRM records to manage the pipeline.
Learn and consistently apply Filevine’s sales process to manage the business and improve effectiveness.
Consistently meet or exceed quota within the specified time frame.