Senior Account Executive

About the role

Martindale-Avvo is seeking a high-performing Senior Account Executive (SAE) to join our Acquisition Sales organization. This role is designed for experienced sales professionals who excel at consultative, ROI-driven selling in a fast-paced, competitive environment. As an SAE, you’ll be responsible for acquiring new law firm clients, positioning Martindale-Avvo’s suite of digital marketing solutions, and consistently exceeding revenue goals while modeling best-in-class sales execution.

Responsibilities

• Drive new business acquisition through high-volume outbound prospecting, consultative discovery, and tailored solution presentations.
• Lead with ROI and consultative value: position Martindale-Avvo’s advertising, websites, and digital marketing products in a way that connects to firm-specific growth goals.
• Own the full sales cycle: from prospecting and qualifying through discovery, proposal, negotiation, and closing.
• Master pipeline management: maintain disciplined activity, pipeline accuracy, and forecasting within Salesforce.
• Leverage data-driven insights: use metrics, reporting, and market trends to target opportunities and improve client outcomes.
• Negotiate with confidence: handle objections, present competitive differentiation, and close deals at or above minimum pricing thresholds.
• Act as a peer leader: model sales excellence, share best practices and mentor new hire Account Executives.
• Adapt and thrive through change: embrace new sales tools, evolving buyer behaviors, and product launches with agility and resilience.

Qualifications

• Minimum of 3 years of B2B inside sales experience with 2–3+ years of closing experience and a proven track record of consistently exceeding quota.
• Strong consultative selling skills with the ability to uncover business pain points, articulate ROI, and deliver compelling solution presentations.
• Demonstrated ability to manage a short-to-medium sales cycle (2–6 weeks) while maintaining high activity levels.
• Proven success in new business acquisition — cold calling, objection handling, pipeline creation, and disciplined follow-up.
• Technical proficiency: fluency in Salesforce (or equivalent CRM) – building reports, maintaining pipeline hygiene, and pulling insights for decision‑making.
• Strong working knowledge of Outreach or other sales engagement tools.
• Comfort with Google Suite and other productivity platforms.
• Excellent communication skills: professional verbal presence, confident presentations and on‑video demos, and polished written follow‑up.
• High resilience and growth mindset – competitive, coachable, and committed to continuous improvement.
• Background in digital marketing, SaaS, or SMB marketplaces preferred.

Benefits

• 3 weeks paid vacation
• Sick days
• Paid holidays
• Sick leave (where applicable)
• Medical, dental, vision, and life insurance benefits
• 401(k) plan with a company match
• Accessible leadership team and transparent career growth paths
• Recognition programs, performance incentives, and professional development opportunities
• Flexible spending accounts (FSA) for medical and dependent care
• Short‑term and long‑term disability insurance
• Life and AD&D insurance
• Commuter benefits
• Employee Assistance Program (EAP)
• Well‑being coaching services
• Voluntary benefits: home, auto, and pet insurance
• Discounted legal and financial services

Pay

Base salary: $70K. Uncapped commission with OTE $140-180K for top performers.