Account Executive, Mid Market
Drives full-cycle sales of AI solutions to mid-sized law firms and corporate and financial services clients across EMEA. The role requires consultative software-selling experience, pipeline ownership, complex stakeholder management, and the ability to explain technical concepts to non-technical buyers.
About the job
Responsibilities
- Own a book of business by managing a named account list, prioritizing and cultivating inbound leads, and prospecting directly to high-potential prospects.
- 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 pain points, and align Harvey's solutions with their needs.
- Conduct tailored client evaluations, product demonstrations, and presentations showcasing Harvey's AI systems.
- Work cross-functionally to shape solutions around customer needs.
- Collaborate with engineering and product teams on AI advancements and customer goals.
- Develop the sales playbook and document learnings for use across accounts.
- Travel may be required, including visits to customer and company offices.
Requirements
- Proven experience selling complex software solutions using consultative, solutions-oriented, and value-based selling methodologies.
- Ability to prospect and independently lead a sales cycle from start to finish.
- Ability to manage a pipeline, forecast sales performance 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 helping lawyers work more efficiently.
- Strong cross-functional collaboration skills.
- Ability to contribute to sales processes, team development, culture, value propositions, and sales resources.
Nice to Have
- Experience working in or adjacent to the legal industry.
Skills
Artificial Intelligence, Enterprise Software, Consultative Selling, Value-Based Selling, Prospecting, Sales Pipeline Management, Sales Forecasting, CRM, Product Demos, Presentation Skills, Legal Industry, Software Sales
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