Senior Account Executive

Summize•Boston, MA

31d•$100,000 - $120,000•Hybrid

About The Position

We are seeking an ambitious Senior Account Executive to join our sales team based in our Boston, US. You will solve customer problems through technology and software, guide prospects through the buying journey, and close successfully. This role is ideal for an experienced SaaS sales professional joining a fast-growing legal tech scale up with significant growth opportunities. As a Senior Account Executive at Summize, you will manage, develop, and close deals with corporate accounts (500–1,000 employees) across the US East Coast and central territory. You will prospect for net new opportunities, deliver against a new business target, and manage sales forecasting and strategy throughout the sales cycle.

Requirements

Previous experience and a strong track record in a consultative selling closing role.
At least 3+ years experience in a similar closing role at a SaaS technology company.
Ability to diagnose customer pain points through effective questioning and discovery.
Ability to position SaaS solutions as a strategic partner that delivers real, tangible, business value, not just a feature list.
Exceptional communication skills and storytelling ability.
Ability to explain complex topics simply and compellingly.
Skilled at personalized messaging to executives and end users alike.
Able to construct a narrative that articulates value, ROI, and business impact.
Able to understand and confidently communicate technical concepts including delivering product demos.
Willing and able to learn the products capabilities and features deeply.
Able to speak to clients' technical requirements and workflows.
Strong and proven discovery and qualification discipline.
Confident utilising Sales frameworks such as MEDDICC, BANT etc.
Knows how to identify real buyers, blockers, and urgency.
A proven and consistent track record of quota attainment.
Experience managing full-cycle sales including; Prospecting, Discovery, Demoing, Negotiation and Closing.
Evidence of closing large mid-market or enterprise-level deals (between 500 – 3000 seats ideally).
Can proactively and effectively manage their pipeline.
Experience maintaining accurate and up to date forecasting.
Skilled and experienced in objection handling and maintaining their resilience.
Comfortably navigates pricing pushback, delays, and “no decision”.
Remains calm, steady, and confident in the face of failure, loss or objections.
Bounces back quickly and learns from losses.
Capable and skilled relationship builder.
Build relationships and become a trusted advisor to prospects.
Able to maintain and nurture long-term relationships even after closing.
Works collaboratively and positively cross functionally internally with Customer Success, Product, and Marketing.
Highly data driven.
Uses metrics such as win rates, cycle length, ACV, and conversion rates to their benefit and to inform decision making and forecasting.
Adjusts strategy based on patterns and performance.
Comfortable and confident using CRM (Hubspot or similar), sales automation tools (Gong etc.), and analytics.
Takes personal ownership and accountability for their pipeline and territory.
Thrives in high-performance, target-driven environments.
Self-motivated with a strong growth mindset.
Comfortable with ambiguity and rapid change.

Nice To Haves

Applicants who don’t yet tick all the boxes, but can accompany their application with a short summary explaining how they’d close the gap on the skills they don’t yet have.

Responsibilities

Driving new business and expanding accounts by positioning Summize’s contract lifecycle management platform as a critical solution for legal and commercial teams.
Owning the full sales cycle from prospecting and discovery through negotiation and close whilst building trusted relationships with senior stakeholders.
Translating complex customer needs into clear value, consistently exceeding revenue targets, and contributing to refining go-to-market strategy in a fast-growing SaaS environment.
Managing, developing, and closing deals with corporate accounts (500–1,000 employees) across the US East Coast and central territory.
Prospecting for net new opportunities.
Delivering against a new business target.
Managing sales forecasting and strategy throughout the sales cycle.
Building a healthy pipeline proactively alongside your aligned SDR.
Maintaining accurate and up to date forecasting.
Confidently and efficiently moving deals through each stage of the sales cycle.
Handling objections and maintaining resilience.
Navigating pricing pushback, delays, and “no decision”.
Remaining calm, steady, and confident in the face of failure, loss or objections.
Bouncing back quickly and learning from losses.
Building relationships and becoming a trusted advisor to prospects.
Maintaining and nurturing long-term relationships even after closing.
Working collaboratively and positively cross functionally internally with Customer Success, Product, and Marketing.
Using metrics such as win rates, cycle length, ACV, and conversion rates to their benefit and to inform decision making and forecasting.
Adjusting strategy based on patterns and performance.

Benefits

26 days’ vacation plus flexible public holidays (increasing by one holiday for each year of service, up to a maximum of 30 days).
Private Healthcare, Dental and Vision Coverage
Access to discounts on things like travel, electronics, fashion, fitness and more
Employee Retirement Plan (401k)
Group Life Insurance Benefit
Rich learning and development opportunities supported through our Growth Mindset Fund.
Seaport based offices with fantastic perks, fully stocked fridge providing soft drinks, snacks and a complimentary breakfast everyday
Work from anywhere after one year of employment
Employee share option scheme
Regular social activities and events
Opportunity to be a part of one of Boston’s hottest tech scale ups