Senior Account Executive - North America

Sales Process

Identify and engage senior stakeholders within leading legal and professional services markets.
Manage the entire sales process - from opportunity creation to contract negotiation, closing, and handoff to the Account Management team.
Consistently achieve and exceed sales quotas for your assigned territory and/or accounts.
Maintain robust pipeline development activity to exceed $1M in annual sales.
Overcome technical business objectives from prospective customers as needed.
Conduct online or on-site product demonstrations for qualified prospects.
Respond to RFPs for qualified business opportunities where Laurel is a strong fit.
Collaborate with the Engineering team to ensure successful deal implementation and work with Account Management for firmwide activation.
Demonstrate Laurel's ROI and business impact to C-level stakeholders.

Product and Market Knowledge

Maintain a deep understanding of Laurel's product and roadmap.
Articulate Laurel's impact at both the organizational and industry levels.
Continuously gather and analyze industry and competitive data to maintain a strong market position.
Provide feedback to colleagues on customer needs, industry trends, market perceptions, and competitive intelligence.

Sales Administration

Maintain rigorous Salesforce pipeline hygiene.
Accurately forecast monthly, quarterly, and annual opportunities.
Prepare presentations, formal proposals and price quotes, ensuring all necessary paperwork is completed to process orders.
Plan, promote, and conduct key business development events within your territory.

Qualifications

• Proven track record of successfully closing $200k+ deals within a 6-12 month sales cycle.
• At least 5 years experience in top-down, enterprise-wide software sales.
• Experience in an early-stage startup (Series B or earlier), demonstrating the ability to succeed with limited resources, undefined processes, and without repeatability.
• Success in operationalizing a founder-led Sales Playbook.
• Consistent history in meeting or exceeding quotas.
• Expertise in building relationships and presenting to C-suite level customers.
• Ability to lead a complex, multi-threaded sale with stakeholders ranging from executives across various functions to day-day product users - especially the ability to convey technical concepts to non-technical audiences.
• Highly autonomous, passionate, and creative with excellent verbal and written communication skills and meticulous attention to detail.
• Mastery of Salesforce and common software tools (e.g. G Suite, Zoom, Teams, Canva, ChatGPT, etc.).
• Demonstrated ability to use AI tools in day-to-day workflows (e.g. drafting, research, call prep, CRM hygiene).
• Curiosity and self-directed learning orientation toward emerging AI capabilities.

Nice to Haves

• Previous experience selling to legal, accounting, or consulting firms.
• Flexibility and Logistics: This job will be based in our NY offices; we require three days in-office per week (Tues - Thurs).

Why Join Laurel

To date, we've secured significant funding from renowned venture capitalists (Google Ventures, IVP, Anthos, Upfront Ventures), as well as notable individuals like Marc Benioff, Gokul Rajaram, Kevin Weil, and Alexis Ohanian.
A smart, fun, collaborative, and inclusive team.
Great employee benefits, including equity and 401K.
Bi-annual, in-person company off-sites, in unique locations, to grow and share time with the team.
An opportunity to perform at your best while growing, making a meaningful impact on the company's trajectory, and embodying our core values: understanding your "why," dancing in the rain, being your whole self, and sanctifying time.

Compensation Range

$130K - $160K