Senior Account Executive - North America

Laurel•New York, NY

1d•$130,000 - $160,000•Onsite

About The Position

Laurel is seeking a world-class Senior Account Executive to drive growth and forge lasting relationships with prospective customers. As a vital member of our team, you'll collaborate closely with Marketing, Account Management, Product Data, and Engineering to anticipate and exceed customer expectations. We are passionate about delighting our customers, and we're seeking someone who shares that passion. If you are experienced enough to hit the ground running, yet willing to roll up your sleeves and tackle various tasks in a lean start up environment this is the place for you.

Requirements

Proven track record of successfully closing $200k+ deals within a 6-12 month sales cycle
At least 5 years experience in top-down, enterprise-wide software sales
Experience in an early-stage startup (Series B or earlier), demonstrating the ability to succeed with limited resources, undefined processes, and without repeatability
Success in operationalizing a founder-led Sales Playbook
Consistent history in meeting or exceeding quotas
Expertise in building relationships and presenting to C-suite level customers
Ability to lead a complex, multi-threaded sale with stakeholders ranging from executives across various functions to day-to-day product users - especially the ability to convey technical concepts to non-technical audiences
Highly autonomous, passions and creative with excellent verbal and written communication skills and meticulous attention to detail
Mastery of Salesforce and common software tools (e.g. G Suite, Zoom, Teams, Canva, ChatGPT, etc.)
Demonstrated ability to use AI tools in day-to-day workflows (e.g. drafting, research, call prep, CRM hygiene)
Curiosity and self-directed learning orientation toward emerging AI capabilities

Nice To Haves

Previous experience selling to legal, accounting, or consulting firms

Responsibilities

Identify and engage senior stakeholders within leading legal and professional services markets
Manage the entire sales process - from opportunity creation to contract negotiation, closing, and handoff to the Account Management team
Consistently achieve and exceed sales quotas for your assigned territory and/or accounts
Maintain robust pipeline development activity to exceed $1M in annual sales
Overcome technical business objectives from prospective customers as needed
Conduct online or on-site product demonstrations for qualified prospects
Respond to RFPs for qualified business opportunities where Laurel is a strong fit
Collaborate with the Engineering team to ensure successful deal implementation and work with Account Management for firmwide activation
Demonstrate Laurel's ROI and business impact to C-level stakeholders
Maintain a deep understanding of Laurel's product and roadmap
Articulate Laurel's impact at both the organizational and industry levels
Continuously gather and analyze industry and competitive data to maintain a strong market position
Provide feedback to colleagues on customer needs, industry trends, market perceptions, and competitive intelligence
Maintain rigorous Salesforce pipeline hygiene
Accurately forecast monthly, quarterly, and annual opportunities
Prepare presentations, formal proposals and price quotes, ensuring all necessary paperwork is completed to process orders
Plan, promote, and conduct key business development events within your territory