Senior Account Executive

Summary

Join Laurel, a company on a mission to revolutionize how work is measured and performed, as a Senior Account Executive. You will drive growth by forging lasting relationships with prospective customers in the legal and professional services markets. This role requires managing the entire sales process, exceeding sales quotas, and collaborating with various teams. The ideal candidate possesses extensive experience in enterprise-wide software sales, particularly within early-stage startups. Laurel offers a competitive compensation package, including a base salary, uncapped variable component, comprehensive benefits, and flexible PTO.

Requirements

• Proven track record of successfully closing $200K+ deals within a 6–12-month sales cycle
• At least 5 years of 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 of 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, passionate, and creative
• Excellent verbal and written communication skills with meticulous attention to detail
• Mastery of Salesforce and common software tools (e.g., G Suite, Zoom, Teams, Canva, ChatGPT, etc.)

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 and business objections 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
• Travel to and attend trade shows, conferences, and on-site visits with customers and prospects

Preferred Qualifications

Previous experience selling into legal, accounting, or consulting firms

Benefits

• Competitive salary, generous equity, comprehensive medical/dental/vision coverage, 401(k), and additional benefits, including commuter/FSA stipends
• Flexible PTO and Sick Leave policy