At least 3 years of experience in consultative business-to-business or professional-services sales, with a proven record of meeting or exceeding quota.
Ability to run full-cycle sales conversations with executive buyers and multiple stakeholders without a subject-matter expert present.
Strong objection-handling and pricing/value-communication skills, including the ability to anchor high and defend a proposal live.
Comfort using customer relationship management and pipeline management systems such as Salesforce, Litify, or comparable platforms.
Strong written and verbal communication skills and the professionalism and executive presence to represent the firm directly to clients.
High trust and executive presence, with awareness that communications may be forwarded.
Legal fluency can be learned on the job; legal credentials are not required.
Responsibilities
Run consultative discovery for every consult, diagnose business problems, quantify stakes, establish the cost of inaction, and reach agreement on value before discussing price, including with executive buyers and multi-stakeholder cycles without an attorney present.
Complete final qualification on the call and disqualify opportunities honestly when the fit is not appropriate.
Close hourly and standard fixed-fee work during the consult; develop larger or non-hourly opportunities toward a solutions call with a dated next step, and lead Legal Longevity conversations.
Convert out-of-scope requests into change orders rather than absorbing them into the deal.
Brief the Deal Desk with complete discovery input, present proposals live, anchor high, and explain hourly work honestly relative to fixed and recurring options.
Handle price and scope objections during the call, maintain guardrails, and drive each consult to a decision or firmly defined next step.
Run a value-adding follow-up cadence after every proposal, using clients' actual deadlines as appropriate, through to a signed agreement.
Sign the correct agreement exhibit, hand off cleanly to the Engagement Specialist for issuance, and keep platform stages, close dates, deal value, probability, and next steps current.
Spend a smaller portion of time prospecting and conducting outreach to develop new business alongside inbound consultations, with most time focused on closing warm, qualified opportunities.
Recognize escalator triggers, involve an attorney for specific technical or high-stakes questions, maintain the boundary against giving legal advice using the scripted escalation phrase, and share win, loss, and objection patterns with sales leadership.
Desired Qualifications
Experience in legal, financial, or other high-trust services.
A bachelor's degree; equivalent experience may substitute.
Experience with Salesforce, Litify, or comparable customer relationship management platforms.
At Jimerson Birr, our team has accepted the lasting responsibility of protecting our clients’ rights, businesses, properties, investments, and finances.
Our professionals are integral, trusted advisers and advocates in both established and emerging businesses, giving our clients insights into legal and business considerations that guide prudent decision-making. We work with some of the world’s most respected and well-established businesses, as well as start-up visionaries, and individuals looking to overcome challenges.
About the Role We are looking for an Account Executive (Closer) to own the commercial three-quarters of every sales conversation — running consultative discovery, presenting solutions, and closing qualified opportunities — so that attorneys show up only where legal judgment actually changes the outcome. This is the first close-side hire at Jimerson Birr, and the seat that starts the shift from lawyers closing deals to a trained sales professional owning the close.
You will run consults end to end: diagnosing the client's real business problem, closing standard hourly and fixed-fee work on the call itself, and building and presenting proposals for larger or non-hourly work. You'll brief the Deal Desk so the first proposal draft is the right draft, chase every deal to a signature, and hand off cleanly to the Client Engagement Specialist for issuance. You'll pull an escalator attorney into the specific legal question that changes the outcome — never into the whole hour.
If you're a natural closer who can hold a room, diagnose a business problem, defend a price under pressure, and knows exactly when a question is above your pay grade, this role was built for you.
This is your seat if:
• You would rather diagnose the real problem than pitch off a script but you still want a proven discovery guide in your back pocket.
• Deadlines and shifting priorities sharpen your focus instead of rattling you.
• You can sit across from a CEO or a multi-stakeholder buying committee and hold your own, calmly.
• You would rather ask "what changes if we don’t act" than lead with price.
• You know the difference between selling and lawyering, and you know exactly when to bring in an attorney and when not to.
• You want a real number to hit and full ownership of how you get there.
Run consultative discovery on every consult: diagnose the business problem, quantify the stakes, establish the cost of inaction, and reach agreement on value before price — handling executive buyers and multi-stakeholder cycles without an attorney in the room.
Complete final qualification on the call itself, and disqualify honestly where the fit isn’t there rather than pushing a deal that shouldn’t close.
Close hourly and standard fixed-fee work in the room; for larger or non-hourly engagements, discover the opportunity toward a solutions call with a dated next step, and lead Legal Longevity conversations.
Revert out-of-scope requests to a change order rather than absorbing them into the deal.
Brief the Deal Desk with complete discovery input so the first proposal draft is the right draft, then present live, anchor high, and frame hourly honestly against fixed and recurring options.
Handle price and scope objections on the call and hold the guardrails, driving every consult to a decision or a firmly defined next step — never an open-ended follow-up.
Run a value-adding chase cadence after every proposal — never a naked check-in — using the client’s real deadlines as honest urgency, through to a signed agreement.
Sign the correct agreement exhibit, hand off cleanly to the Engagement Specialist for issuance, and keep stages, close dates, value, probability, and next steps current in the platform at all times.
Dedicate a smaller portion of your time to proactively developing new business — prospecting and outreach to build pipeline alongside inbound consults — while the majority of your role remains closing warm, qualified opportunities.
Recognize escalator triggers and pull the attorney in for the specific technical or high-stakes question, hold the bright line on legal advice with the scripted escalation phrase under pressure, and feed win, loss, and objection patterns back to sales leadership.
Qualifications
3+ years’ experience in consultative business-to-business or professional-services sales, with a proven track record of meeting or exceeding quota; experience in legal, financial, or other high-trust services is a plus.
Comfortable running full-cycle sales conversations with executive buyers and multiple stakeholders, without a subject-matter expert in the room.
Strong objection-handling and pricing/value-communication skills — able to anchor high and defend a proposal live.
Comfortable with CRM/pipeline management systems (Salesforce, Litify, or comparable platforms preferred).
Strong written and verbal communication skills, with the professionalism and executive presence to represent the firm directly to clients.
Bachelor’s degree preferred, but not required with equivalent experience.
High trust and executive presence; everything you say and put in writing is forwardable
Hunger and coachability over legal credentials: legal fluency is trained on the job