Senior eDiscovery Sales Executive

PURPOSE OF THE POSITION

The Senior eDiscovery Sales Executive plays a key role in helping the company drive its top-line revenue and margin objectives by generating eDiscovery revenue. The successful candidate will demonstrate a track record of hunting and establishing business relationships with law firms and corporations for eDiscovery and related legal technology services.

JOB DUTIES

• Create, grow and maintain a book of ESI services business with complex law firms and corporate enterprise accounts, within the general counsel’s office, that have high enterprise revenue based on the prospects’ and clients’ practice needs
• Drive new business by attending industry engagements and conferences
• Research and identify existing underperforming law firm/corporate accounts and create a strategic plan to grow revenue
• Prospecting and client management are inclusive of account strategy development, relationship building, value selling, negotiations, collaboration with other field sales and guiding account implementations
• Other duties as assigned

REQUIRED KNOWLEDGE, SKILLS OR ABILITIES

• Skilled in developing comprehensive account plans that win business
• Skilled in prospecting and earning the trust of key decision makers in highly litigious law firms and enterprise organizations to secure legal technology business
• Skilled in client negotiations and closing deals
• Skilled in networking and leveraging established relationships with decision makers for legal technology services
• Knowledge of the legal services landscape
• Strong presentation and communication skills, both verbal and written
• Proficient in Microsoft Office Suite skills, sales tools and CRMs (e.g., HubSpot, LinkedIn Sales Nav, etc.)
• Ability to translate technical concepts to client value propositions
• Ability to work under pressure
• Demonstrated commitment to company objectives and client success

EXPERIENCE QUALIFICATIONS

• Demonstrated record of achieving and surpassing sales quota year over year
• Proven strong negotiation skills
• Demonstrated ability to work closely with business stakeholders to ensure alignment of sales strategy with the business line strategy
• Experience driving targeted campaigns and activities to generate client opportunities
• 4+ years of national sales experience with legal services sales experience preferred
• Bachelor’s degree preferred

MEASUREMENTS OF SUCCESS (KPIs)

• To Meet or Exceed:
• Sales revenue and growth of eDiscovery and legal technology business
• Quota attainment
• New badges established
• Sales activity metrics

COMPANY EBITDA

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Workspace is within a normal home office environment, assuming little exposure to excessive noise, dust, temperature and the like.

The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of essential functions, responsibilities or requirements. As part of our hiring process, we ask that you complete a Culture Index Survey. Please copy and paste the link into your web browser to complete this step: https://go.cultureindex.com/p/ESjoBnZAeKHXWTS56mk