Senior Account Executive

UniCourt Inc

36d•$100,000 - $150,000•Remote

About The Position

If you thrive on initiative and drive, relish the entirety of the sales journey—from identifying promising leads to comprehending their requirements, offering tailored solutions, and ultimately sealing deals—then you're the ideal candidate for this role. You excel at cultivating relationships with current and potential large law clients, including engaging with C-Suite executives. Your background includes substantial experience in selling enterprise B2B data solutions for legal tech. This role defines the essence of a "hunter," requiring the Account Executive to strategize, initiate, negotiate, and expand API data subscriptions and our latest analytics SaaS platform. We are specifically seeking a candidate with proven, iterative experience in legal services, financial institutions, insurance providers, or fortune 500s. We seek a collaborative individual eager to work alongside adept professionals in sales, marketing, and product development.

Requirements

A Bachelor's degree in a relevant field or equivalent practical experience is a requirement.
Self-motivation and a strong sense of ownership are essential.
Must be resilient and be able to quickly bounce back from setbacks, rejection, or challenges, and maintain a positive attitude and persistence in pursuing sales goals.
Demonstrated expertise in consultative sales, particularly in selling enterprise B2B data solutions or legaltech solutions, with a focus on large law firms, particularly within knowledge, innovation, or information departments, is required.
Prior sales experience with solutions involving APIs or legal software is a must.
Prior demonstrated experience working with deals that involve implementation, integration, or consultant partners to build holistic solutions for clients that involve data as a component.
Proven ability to manage stakeholder expectations and timelines throughout the project lifecycle.
Excellent written, verbal, and interpersonal skills coupled with strong presentation, proposal, negotiation, and closing skills.

Nice To Haves

Preference for a law or master’s degree (JD or MBA).
Preferred experience with solutions utilizing structured data, including master data management (MDM), customer data platforms (CDP), business intelligence (BI) tools, and data analytics platforms.

Responsibilities

Take ownership of inbound prospecting efforts, actively identifying and engaging potential customers.
Utilize a proactive approach to initiate meaningful conversations and establish rapport with prospects.
Employ strategic tactics to educate prospects on solutions, fostering timely and forecasted closures aligned with company metrics and objectives.
Drive individual sales targets while contributing to overall team objectives.
Implement effective sales strategies to meet and exceed targets consistently.
Employ a consultative approach to thoroughly understand client needs and preferences.
Provide tailored recommendations based on a deep understanding of client requirements.
Foster strong, enduring relationships with clients through dedicated attention and service.
Collaborate effectively with team members throughout the sales process, from lead generation to post-sale support.
Assist in various stages of client engagement to ensure seamless service delivery.
Stay abreast of market trends and changes in the legal tech space to inform sales strategies.
Develop and maintain comprehensive knowledge of UniCourt's products and services, as well as competitor offerings.
Utilize product expertise to effectively address client needs and differentiate UniCourt in the market.
Represent UniCourt at industry trade shows, conferences, and events to expand network and generate leads.
Travel as necessary to attend key industry gatherings and promote UniCourt's solutions.