As an Enterprise Account Executive with Litera, you will sell into the largest law firms in the world. You will manage a territory that covers a subset of the top 100-200 firms in the world, looking for new opportunities as well as expansion deals within our current client base. Enterprise Account Executives will follow the Litera sales methodology, providing solutions to our enterprise clients and leading deals from discovery to closure.
Key Responsibilities:

• Develop a territory plan including sales initiatives to grow the business within the defined territory
• Drive millions of dollars of new bookings (mostly from cross-sell / up-sell into current accounts) each year
• Build and cultivate customer relationships with CIOs, Managing Partners, IT directors, individual partners, and others
• Earn credibility as a trusted advisor to key contacts within each firm. Ability to listen, understand customer objectives, and articulate relevant technology and business trends and benefits.
• Communicate the value prop of Litera's solutions
• Actively prospect to create new revenue opportunities
• Meet face-to-face with assigned firms as needed (ability to travel to customer site)
• Effectively manage all steps in the sales process and track progress in CRM system
• Conduct product demonstrations independently as well as with pre-sales support
• Create and deliver effective presentations and proposals
• Represent Litera at events to influence sales opportunities
• Proactively coordinate with internal teams including Sales, Marketing, Customer Success, and Sales Engineering to support selling activities and ensure customer satisfaction
• Complete sales activities with a high degree of independence and seek direction from management as required for complex issues
• Willingness to travel (50%+ of time)

Required Skills/Experience:

• Highly skilled at pushing a conversation to a common place where a solution model works for the client
• Exceptional written and verbal communication skills; ability to build meaningful relationships with internal and external stakeholders
• Presentation skills and the ability to deliver an effective product demo
• Ability to navigate complex organizations and decision-making processes
• Ability to influence and persuade
• Strong initiative, drive, and self-direction
• Proficiency at juggling multiple tasks
• Ability and confidence to demonstrate value from tech solutions
• Ability to leverage resources across the company through influence and personal leadership (pre-sales, post-sales, product management and engineering, marketing, C-level)
• Self-motivated with the ability to work independently and as part of a team

Qualifications:

• 7+ successful years carrying a quota (new business sales; selling legal technology or other B2B software)
• Consistent performance of meeting and/or exceeding quota
• Solid track record of selling complex solutions into large accounts utilizing a strategic sales and consultative approach
• Expertise in Salesforce or comparable sales technology platforms
• Bachelor's degree or equivalent

Who We Are:

Litera, headquartered in Chicago, IL, is a fast-growing software company and one of the leading legal technology suppliers in the world. Serving over 90% of the world's largest law firms, our software is used by hundreds of thousands of lawyers every day. As a company recently selected for Crain's Best Places to Work in Chicago, we believe professional development, rewards programs, open communication, and transparent leadership all contribute to a unique and open work environment. Our employees are driven, energetic, passionate, and have the ability to make a direct impact on the future of the company.