Senior Account Executive
About the role
We’re Summize, an ambitious legal tech scale-up based in the US and UK, working with businesses all over the globe. Our mission is simple, to get entire businesses working faster and smarter with contracts. We’re a growing team making big things happen out of HQ in Manchester, UK, as well as in the US in both Boston and San Diego and we’re not stopping! Following our recent $50 Million Series B investment we’re looking for forward-thinkers, innovators and problem solvers to join our dynamic team as we enter our next growth phase.
Role
Summize are currently looking for an ambitious, determined and highly commercial Senior Account Executive to join our highly motivated and results-oriented sales team, based out of our San Diego, US location. Our ideal candidate is passionate about solving problems through technology and software. Working cross functionally across the organization to take leads through our buying journey and turning them into successfully closed revenue. You will have strong research and discovery skills, be an expert negotiator, demonstrate high levels of both resilience and self-motivation, as well as a keen eye for detail and an unmatched determination to win and succeed. This is the perfect role for an ambitious and experienced SaaS Sales professional looking to join one of San Diego’s most exciting legal tech scale ups with huge growth opportunities.
Role Responsibilities
- Drive new business and expand strategic accounts by positioning Summize’s contract lifecycle management platform as a critical solution for legal and commercial teams.
- Own the full sales cycle from prospecting and discovery through negotiation and close whilst building trusted relationships with senior stakeholders.
- Partner closely with marketing, product, and customer success, you will translate complex customer needs into clear value, consistently exceed revenue targets, and contribute to refining go-to-market strategy in a fast-growing SaaS environment.
What we're looking for
- Can demonstrate previous experience and a strong track record in consultative selling
- Has an ability to diagnose customer pain points through effective questioning
- Able to position a SaaS solution as a strategic solution that delivers real, tangible, business value, not just a feature list
- Exceptional communication skills and storytelling ability
- Able to explain complex topics simply and compellingly
- Skilled at personalized messaging to executives and end users alike
- Able to construct a narrative that articulates value, ROI, and real business impact
- Able to understand and confidently communicate technical concepts including delivering product demos
- Able to speak to clients' technical requirements and workflows
- Strong and proven discovery and qualification discipline
- Skilled and experienced in objection handling and maintaining their resilience
- Comfortable navigating pricing pushback, delays, and “no decision”
- Remains calm, steady, and confident in the face of failure, loss or objections
- Bounces back quickly and learns from losses
- Capable and skilled relationship builder
- Builds relationships and becomes a trusted advisor to prospects
- Able to maintain and nurture long-term relationships even after closing
- Works collaboratively and positively cross-functionally internally with Customer Success, Product, and Marketing
- Highly data-driven
- Takes personal ownership and accountability for their pipeline and territory
- Thrives in high-performance, target-driven environments
- Self-motivated with a strong growth mindset
- Comfortable with ambiguity and rapid change
What We Offer
- Competitive Double OTE total compensation between $200,000- $220,000 DOE
- 26 days’ vacation plus flexible public holidays (increasing by one holiday for each year of service, up to a maximum of 30 days).
- Private Healthcare, Vision and Dental Coverage
- Access to discounts on things like travel, electronics, fashion, fitness and more
- Employee Retirement Plan (401k)
- Group Life Insurance Benefit
- Rich learning and development opportunities supported through our Growth Mindset Fund.
- Seaport based offices with fantastic perks, fully stocked fridge providing soft drinks, snacks and a complimentary breakfast everyday
- Work from anywhere after one year of employment
- Employee share option scheme
- Regular social activities and events
- Opportunity to be a part of one of San Diego's hottest tech scale ups