Account Executive, II

Job Description

• Understand eDiscovery market trends and competitor strategies.
• Prospect and self-generate opportunities within your defined regional territories.
• Build and maintain a prospecting database with clear actions and revenue expectations in Salesforce CRM
• Consistently demonstrate a high level of deal progression activities: Prospecting, discovery meetings, demos, product vetting, proposal and pipeline growth
• Understand the prospect’s needs and goals; via discovery efforts, map the prospect’s needs, expectations and use case to the appropriate Reveal solution set.
• Manage the entire sales cycle to win new business in designated accounts.
• Develop a comprehensive sales strategy for each prospect.
• Meet or exceed new business pipeline and ARR growth expectations for regional territories.
• Collaborate with sales engineers, customer success, finance, marketing, and client services teams to package the commercial offerings.
• Perform other duties and responsibilities as assigned to support team, department, and organizational goals.

• Demonstrates the ability to identify and solve deal-related problems quickly across the team.
• Ability to lead the conversation with prospects at all levels: executives, lit support, legal operations, and customer IT personnel.
• Ability to work independently in a fast-paced, changing environment.
• Exceptional verbal communication, networking, and relationship-building skills.
• Detail oriented with the capacity to manage multiple, simultaneous sales cycles.

• Excellent written and oral communication skills, including presentations.
• Experience with sales tools including ZoomInfo, Groove, Gong, Outlook, Salesforce, Slack, Microsoft Office suite, etc. (preferred),
• Professional mannerisms and appearance.
• Ability to travel, as necessary.

• Bachelor’s degree required.
• Experience with managing the full lifecycle of selling, from prospecting to close.

• 5+ years of sales experience. SaaS experience required.
• Experience with E-Discovery/legal software and Challenger Sales methodology preferred.

• 401k match program
• Comprehensive health benefits (Medical, Dental, Vision, and HSA/FSA)
• Group Term Life Insurance and Voluntary Life Insurance option
• Paid holidays
• Paid vacation, sick, and personal days
• FSA dependent care benefit
• Childbirth recovery and bonding leave policies
• Short and long-term disability benefits
• Access to onsite gym and recreational area at our Chicago office
• Friendly, collaborative, in-office work environment with ample opportunity for professional development.