Account Executive II

Description

Position: Account Executive, II

Reports To: VP, Business Development, Team Lead

Location: Chicago, IL

Job Overview


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 Account Executive, II will manage all aspects of the sales cycle, from qualification to close, within the assigned territories/markets.

#AI #eDiscovery #LegalTech #EnterpriseSolutions #ConsultativeSales #MarketExpansion

Responsibilities & Duties

• Drive acquisition of new logos from inbound and outbound activities within your territory/segment.
• Work with cross functional team to facilitate onboarding and implementation processes while maximizing year-one revenue from new logo sales.
• 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.
• Perform other duties and responsibilities as assigned to support team, department, and organizational goals.

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 including but not limited to:

• 401k match program

• Comprehensive health benefits (Medical, Dental, Vision, and HSA/FSA)

• Group Term Life Insurance and Voluntary Life Insurance option

• Paid holidays

• Paid vacation, sick, and personal days

• FSA dependent care benefit

• Childbirth recovery and bonding leave policies

• Short and long-term disability benefits

• Access to onsite gym and recreational area at our Chicago office

• Friendly, collaborative, in-office work environment with ample opportunity for professional development.

For Illinois-based roles, the budgeted annual salary range is $127,500 to $150,000 plus participation in one of our sales commission's plans.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.