Account Executive

Who you are

• 5+ years of SaaS sales experience with a proven record of closing true enterprise deals (not mid-market deals labeled enterprise), consistently meeting or exceeding quota
• A track record closing complex, multi-stakeholder deals into Fortune 500 / large-enterprise accounts at six- to seven-figure ACVs with 6–18 month sales cycles
• Experience selling a platform that displaces legacy or fragmented systems, not a single-feature point solution
• Command of the full enterprise motion, including proofs of value, security and legal reviews, and procurement negotiations
• A disciplined, methodology-driven approach (MEDDICC or equivalent) with a record of accurate forecasting
• A team-selling mindset: you lead the deal and orchestrate SE, PS, and CS resources to win and set customers up for success
• Strong business acumen and the ability to build ROI and strategic-value cases for executive buyers, with exceptional communication, negotiation, and presentation skills
• Experience selling into corporate legal / Legal Ops: ELM, matter management, eBilling / spend management, legal intake, or outside counsel management
• CLM background (e.g., Ironclad, Icertis, DocuSign CLM, Conga), meaning the same buyers and the same paper process
• Experience in the Salesforce ecosystem: selling a Salesforce-native or AppExchange product and/or co-selling with Salesforce AEs
• Fluency in legal-ops outcomes: spend control, accrual accuracy, cycle time, intake SLAs, visibility, and positioning Legal as a business partner
• Experience selling AI-enabled workflow to risk-sensitive buyers (governance, audit trail, human-in-the-loop), well beyond "we added AI features."

What the job involves

• Own the full sales cycle for enterprise legal departments: discovery → proof of value → security and legal review → procurement and paper → close (deal sizes typically $100K–$1M+ ARR)
• Build and execute account strategies into Fortune 500 / large-enterprise targets, prospecting alongside BDRs and marketing
• Multi-thread across the buying committee: General Counsel / CLO and Head of Legal Operations, plus IT, Security, Procurement, and Finance
• Position Litify as a platform that replaces legacy and fragmented tools, and build the business case around legal-ops outcomes: spend control, accrual accuracy, cycle time, intake SLAs, visibility, and Legal as a business partner rather than a cost center
• Leverage the Salesforce ecosystem, including AppExchange and co-selling with Salesforce account teams, to source, accelerate, and close deals
• Orchestrate Solution Engineers, Professional Services, and Customer Success throughout the cycle, owning a clean handoff rather than throwing deals over the wall
• Sell AI-enabled workflow to risk-sensitive buyers, addressing governance, audit trail, and human-in-the-loop requirements with credibility
• Run a disciplined process (MEDDICC or equivalent), keep Salesforce current, and deliver accurate, clean forecasts to sales leadership
• Stay current on legal operations, legal technology, and enterprise SaaS trends, and feed prospect and market insight back into Litify's go-to-market and product strategy