Account Executive, Mid Market
Drives mid-market sales of AI software to legal and professional services clients, owning the full customer lifecycle from prospecting through renewals. The role requires consultative enterprise software selling, pipeline and CRM management, technical communication, and cross-functional collaboration.
About the job
Responsibilities
- Own a named-account book of business, prioritizing inbound leads and prospecting high-potential accounts.
- Manage the full customer lifecycle from prospecting through contracting, onboarding, expansion, and renewals.
- Achieve and exceed revenue targets and other key sales metrics.
- Build relationships with decision-makers and stakeholders, understand their challenges, and align Harvey’s solutions to their needs.
- Conduct tailored client evaluations, product demonstrations, and presentations showcasing Harvey’s AI systems.
- Collaborate cross-functionally with engineering and product teams to tailor solutions to client goals and stay current on AI advancements.
- Develop the sales playbook and document learnings for use across accounts.
- Travel occasionally to customer and company offices.
Requirements
- Proven success selling complex software solutions using consultative, solutions-oriented, value-based selling.
- Ability to prospect and independently lead sales cycles from start to finish.
- Ability to manage a pipeline, accurately forecast sales metrics, and maintain CRM hygiene.
- Ability to lead complex, multi-threaded sales involving executives and product users.
- Ability to explain technical concepts to non-technical audiences.
- Passion for AI and its applications in knowledge work.
- Interest in the legal profession and improving lawyers’ efficiency.
- Strong cross-functional collaboration skills.
- Ability to contribute to sales processes, team culture, value propositions, and sales resources.
Nice to Have
- Experience working in or adjacent to the legal industry.
Skills
Artificial Intelligence, Software Sales, Consultative Selling, Value-Based Selling, Prospecting, Pipeline Management, Sales Forecasting, Customer Relationship Management, Product Demos, Legal Technology
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