Mid-Market Inside Sales Account Executive

Responsibilities:

Own a book of business and manage the full sales cycle for expansion and upsell opportunities within it
Drive adoption of LOIS and Filevine’s AI capabilities by helping customers understand how AI can transform their day-to-day legal work
Identify whitespace and growth opportunities across your accounts, including additional users, new products, and new LOIS capabilities
Run discovery conversations to understand each customer’s evolving workflows, goals, and challenges, and align Filevine solutions to them
Share new insights that help customers evaluate options and see the value of expanding their investment in Filevine
Prepare and tailor messaging and demos for customers across practice areas and firm sizes
Guide customers through the purchasing process and keep deals on agreed-upon timelines
Partner with Customer Success, Support, and Account Management to coordinate outreach and ensure a seamless customer experience
Accurately forecast quarterly and annual performance, and report on activity and pipeline metrics
Maintain accurate, up-to-date records in the CRM to manage your pipeline
Learn and consistently apply our sales process to manage your business and increase your effectiveness
Consistently meet or exceed quota within the specified time frame

Qualifications:

• 3-5+ years of experience in inside sales, account management, or SaaS sales, ideally with experience managing an installed base or book of business
• Experience with upsell and cross-sell motions in a high-volume, transactional-to-mid-market environment
• Strong track record of managing daily, weekly, monthly, and quarterly objectives across a large number of accounts
• Skilled in discovery, pipeline management, account planning, and overcoming objections
• Excellent written and verbal communication, presentation, and listening skills
• Strong organizational and time management skills, with the ability to prioritize across a large portfolio
• Proficiency in Salesforce or a similar CRM
• Desire to join a fast-growing company, work hard, and do great things
• Experience in legal tech, AI products, or the legal industry is a plus
• In office position

In addition to the qualifications listed above, we expect that our team members have the following:

Proven ability to maintain focus, productivity, and composure in high-stress, fast-paced in-person environments.
Must be able to work in office 5 days a week in our Sugarhouse, UT location
Highly adaptable to working in open-office layouts while staying focused and respectful of colleagues.
Skilled at handling high-priority Zoom calls with upset customers on short notice, using empathy and composure to resolve complex issues.