Account Executive, Enterprise - Washington DC/Baltimore/Philadelphia Area (Law Firm)

7 Months ago • 5 Years + • Account Management • $106,250 PA - $125,000 PA

Job Summary

Job Description

This sales role is responsible for prospecting and selling the Reveal Software Platform, eDiscovery, and AI Investigation solutions to corporations, governmental agencies, and law firms. Team members will generate new business by qualifying prospects, understanding their use cases, and articulating the value of the platform. The Enterprise Account Executive will manage all aspects of the sales cycle, from qualification to close, within assigned territories/markets. This involves understanding eDiscovery market trends, building a prospecting database, demonstrating high deal progression activities, and collaborating with internal teams to package commercial offerings. A Bachelor's degree and SaaS experience are required.
Must have:
  • Understand eDiscovery market trends
  • Prospect and self-generate opportunities
  • Build and maintain a prospecting database
  • Demonstrate high deal progression activities
  • Understand prospect's needs and goals
  • Manage the entire sales cycle
  • Develop a comprehensive sales strategy
  • Meet or exceed pipeline expectations
  • Collaborate with sales engineers and other teams
  • Ability to identify and solve deal-related problems
  • Lead conversations with prospects at all levels
  • Work independently in a fast-paced environment
  • Exceptional communication and relationship-building skills
  • Detail-oriented
  • Excellent written and oral communication skills
  • Bachelor's degree required
  • Full lifecycle selling experience
  • SaaS experience required
  • Professional mannerisms and appearance
Good to have:
  • Experience with sales tools (ZoomInfo, Groove, Gong, Outlook, Salesforce, Slack, Microsoft Office suite)
  • Experience with E-Discovery/legal software
  • Experience with Challenger Sales methodology
Perks:
  • 401k match program
  • Comprehensive health benefits (Medical, Dental, Vision, and HSA)
  • Paid holidays
  • Paid vacation, sick, and personal days
  • Short and long-term disability options
  • Access to onsite gym and recreational area
  • Friendly, collaborative, in-office work environment with ample opportunity for professional development

Job Details

A close up of a logoDescription automatically generated

Job Description

 

Position: Account Executive, Enterprise 
Reports To: SVP of Business Development

Location - Washington DC/Baltimore/Philadelphia Area

Position Summary

This sales role is responsible for prospecting and selling the Reveal Software Platform, eDiscovery, and AI Investigation solutions to corporations, governmental agencies, and law firms. In this selling role, team members will generate new business by qualifying prospects, understanding their use case, and articulating the value of our platform.  The Enterprise Account Executive will manage all aspects of the sales cycle, from qualification to close, within the assigned territories/markets.

Responsibilities & Duties

  • Understand eDiscovery market trends and competitor strategies.
  • Prospect and self-generate opportunities within your defined regional territories.
  • Build and maintain a prospecting database with clear actions and revenue expectations in Salesforce CRM
  • Consistently demonstrate a high level of deal progression activities: Prospecting, discovery meetings, demos, product vetting, proposal and pipeline growth
  • Understand the prospect’s needs and goals; via discovery efforts, map the prospect’s needs, expectations and use case to the appropriate Reveal solution set.
  • Manage the entire sales cycle to win new business in designated accounts.
  • Develop a comprehensive sales strategy for each prospect.
  • Meet or exceed new business pipeline and ARR growth expectations for regional territories.
  • Collaborate with sales engineers, customer success, finance, marketing, and client services teams to package the commercial offerings

Characteristics

  • Demonstrates the ability to identify and solve deal-related problems quickly across the team.
  • Ability to lead the conversation with prospects at all levels: executives, lit support, legal operations, and customer IT personnel.
  • Ability to work independently in a fast-paced, changing environment.
  • Exceptional verbal communication, networking, and relationship-building skills.
  • Detail oriented with the capacity to manage multiple, simultaneous sales cycles.
  • Excellent written and oral communication skills, including presentations.
  • Experience with sales tools including ZoomInfo, Groove, Gong, Outlook, Salesforce, Slack, Microsoft Office suite, etc. (preferred),
  • Professional mannerisms and appearance.
  • Ability to travel, as necessary.

Education & Experience

  • Bachelor’s degree required.
  • Experience with managing the full lifecycle of selling, from prospecting to close.
  • 5+ years of sales experience. SaaS experience required.
  • Experience with E-Discovery/legal software and Challenger Sales methodology preferred.

 

Benefits and Perks:

  • 401k match program.
  • Comprehensive health benefits (Medical, Dental, Vision, and HSA).
  • Paid holidays.
  • Paid vacation, sick, and personal days
  • Short and long-term disability options.
  • Access to onsite gym and recreational area.
  • Friendly, collaborative, in-office work environment with ample opportunity for professional development.

 

For Illinois-based roles, the expected total compensation range is between $106,250 and $125,000. Compensation for this role will depend on a number of factors, including a candidate’s qualifications, skills, competencies, and experience and may fall outside of the range shown. Reveal offers a competitive total rewards package, which includes the Benefits and Perks set forth above.

 

This job description reflects the present requirements of the position. As duties and responsibilities change and develop, the job description will be reviewed and subject to amendment. 

Hiring Policy

Reveal is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Reveal does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor.

Reveal considers candidates with existing visas, but does not sponsor new visa applications.

 

 

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Hyderabad, Telangana, India (On-Site)

Chicago, Illinois, United States (On-Site)

Chicago, Illinois, United States (On-Site)

Hyderabad, Telangana, India (On-Site)

Hyderabad, Telangana, India (On-Site)

Chicago, Illinois, United States (On-Site)

Chicago, Illinois, United States (On-Site)

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