Sr. Account Executive
About The Position
Casepoint is seeking a talented and passionate Sr. Account Executive to support the continued growth of Casepoint’s market share in the Department of Defense and Intel community. This role is intended to drive revenue growth from new customers for Casepoint by identifying and qualifying sales opportunities, managing a complex sales/buying process, demonstrating the value that Casepoint’s technology delivers, and closing deals. As a Sr. Account Executive, you will play a fundamental role in achieving our ambitious revenue growth objectives. This is an exciting opportunity to combine an interest in legal & compliance technology with helping prospective customers to identify and solve their toughest legal data discovery challenges. The ideal candidate must show a proven ability to drive revenue production in this market with a high-trust and consultative sales approach. We are focused on hiring people who want to work hard, are demonstrated leaders who have had prior success, and fit the Casepoint culture.
Requirements
- Minimum 7+ years of prior sales success in the legal technology market
- Experience selling to the DOD and/or Intel Community
- Excellent verbal and written communication skills
- Demonstrated ability to initiate and build rapport with potential clients
- Organized and detail-oriented with excellent follow-up skills
- Ability to multitask, prioritize, and manage time effectively
- Deep Interest AND experience in legal technology and sales in the US Government market
- Dedicated team player who will work with others to reach a larger goal
- Ability to learn and use new technology quickly with appropriate training & instruction
- Strong organizational skills to keep contacts and schedules perfectly in order
- Minimum BA/BS degree or equivalent
Responsibilities
- Meet and/or exceed individual sales targets for the number of new ICP (Ideal Customer Profile) logos acquired, number of high value multi-year contracts won, and the robustness of your sales pipeline at all times (3x+ your sales target)
- Develop and execute capture strategies for large strategic opportunities, bringing in the right expertise across the company to position Casepoint for a win
- Source, qualify and develop new sales opportunities through targeted outbound email campaigns, telephone calls, inbound lead follow-up, and networking
- Lead and support proposals and/or RFIs in the role of Capture Manager, including developing the Executive Summary, driving the overall messaging of the proposal, authoring other sections as needed, and working closely with the Proposal Manager and fellow team members to ensure a compliant and compelling proposal response
- Develop, grow, maintain and execute on a robust sales pipeline of high value deals targeting new ICP clients for recurring revenue multi-year term contracts based on company targets
- Build strong relationships with prospective customers to win new contracts and referrals
- Work closely with marketing to qualify, accept, validate and pursue sales qualified leads and to provide feedback on all digital demand generation activities
- Work and communicate professionally with all departments to capture opportunities including Account Management, Professional Services, Product, Marketing, Finance, Human Resources and Information Services
- Assist your sales team colleagues to help them meet and/or exceed their goals
- Ensure all suspects, prospects and opportunities are qualified properly and execute a professional sales process that embraces Casepoint's strategic guidelines
- Maintain information for all sales prospects in Casepoint’s CRM tool
- Drive the sales process from initial contact through close, including scheduling and coordinating external sales activities and creating, coordinating, and finalizing proposals and contracts for deals
- Collaborate with the entire sales and marketing teams to create an environment of teamwork and meeting goals & standards
- Extend a perpetual effort to maintain and extend your personal knowledge of both Casepoint technology and innovation as well as legal technology industry developments
- Draft, collaborate with the various Casepoint teams to deliver proposals as needed
- Other duties as assigned by your manager
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What This Job Offers
Job Type
Full-time
Career Level
Senior
