Founding Account Executive, Law Firms

Ember AI - Founding Account Executive, Law Firms

Location - Remote, US based , with frequent travel to firm offices in NYC, DC, Chicago, LA, SF and London. The team works from wherever the customers are.

About the Role

Every law firm is buying the same AI. The tools are good, and they lift every firm to the same baseline. The firms that pull ahead will do it with systems built from their own judgment, workflows and work product.

That shift is happening now. Firms are moving from trying AI tools to deciding what they want to own. We are live inside an Am Law 10 firm, in advanced discussions with another Am Law 10 firm, and in conversations with several Am Law 50 firms. In our first deployment, work that took 50 to 100 attorney hours now takes 1 to 2 hours of review. We keep adding new workflows.

You will be our first dedicated seller for law firms. You will close our next wave of firms and help shape how Alkaline goes to market. This is a founding role, and you will build the playbook, not inherit one.

What You'll Do

• Run the full sales cycle with Am Law 50 firms: discovery, demo scoping, proposal, procurement, security review, close and expansion.
• Build trusted relationships with managing partners, practice group heads, Chief AI and Innovation Officers, CIOs and KM leaders.
• Lead discovery with firm leadership to find the workflows where proprietary AI changes the result, and put that result in terms a partner can measure.
• Build a point of view for each firm that connects what we can build to the business outcome, and present it to the technical and the business decision makers in the room.
• Partner with our forward-deployed engineers and product team to scope semi-custom workflow engagements, and turn them into proposals that partners can approve.
• Guide firms through information security, confidentiality and client-consent reviews, working with our technical team.
• Work warm introductions from our founders' network, and open new doors yourself.
• Sharpen our pitch, positioning and objection handling with the founders. Write down what works so the next seller can run it.
• Spend real time in person at firm offices. That is where these deals are won.
• Bring what you hear in the field back to product and delivery.

What We're Looking For

• Several years of enterprise sales experience, closing complex deals with multiple senior stakeholders as the lead seller.
• Experience selling SaaS and services in B2B, with complex implementations and integrations. This is a different motion from transactional or consumer sales, and we need someone who has run it.
• Early-stage experience. You have sold without a brand, a playbook or a large support team behind you.
• Strong communication and executive presence. Senior partners and firm executives trust you quickly.
• A consultative approach. You diagnose before you prescribe, and you are comfortable pricing a scoped engagement.
• You use AI in your own work every day. You can demo it live, explain what it does well, and be honest about its limits.
• You can sit across from a managing partner and a CIO in the same meeting, run the technical discovery, and turn a complex AI system into the outcome each of them cares about. The most influential people at the firm should leave wanting the next meeting.
• Enough grasp of system architecture to run the demo and hold a credible technical conversation. Technical support is there, but you will be the one solving a business problem with a technology solution in front of the buyer.
• Expert at stakeholder mapping, account planning and orchestrating complex deals.
• Works well in a team selling environment alongside the founders, forward-deployed engineers and product.
• You are comfortable with early-stage risk, ambiguity and changing priorities, and you are glad to wear many hats.
• You are willing to travel often.

Nice to Have

• Experience selling to law firms or other partner-run professional services firms.
• A JD, or experience practicing law or doing business development at a law firm.
• Existing relationships with innovation, KM or technology leaders at Am Law firms.
• Experience selling services-heavy or forward-deployed software.
• Experience leading a sales team, and a clear reason for choosing to sell again.

What This Role Can Become

As Alkaline grows, this role can grow into leading sales. Growth will come from results: repeatable closes, a playbook others can run, and helping hire and coach the next sellers. We will be direct with you about where you stand and what the next step requires.

About Alkaline

Alkaline builds proprietary AI workflows for elite law firms. We work alongside a firm's partners to build full, end-to-end workflows from the firm's own judgment and work product. We deploy them inside the firm's own environment, and the first workflow goes live in under 90 days. Every system is built for your firm alone. The firm permanently owns its data, work product and encoded attorney judgment, and licenses the platform and agents.

Alkaline was co-founded by Deb Liu and Qasim Salam. Deb is the former CEO of Ancestry, a former Meta executive, and an Intuit board member. Qasim founded Remotebase and Talently.ai. We are an early-stage, remote company with a small team.

Compensation

• 150,000–190,000 base salary, with on-target earnings (OTE) of 280,000–370,000, plus meaningful equity.
• Compensation includes uncapped commissions with accelerators for exceeding targets.
• The final package will depend on experience, qualifications, and demonstrated ability to close complex enterprise deals.

As our founding Account Executive, you'll have the opportunity to help build Alkaline's go-to-market strategy and grow into a sales leadership role as the company scales.

Travel

Expect frequent travel to firm offices in NYC, DC, Chicago, LA, SF and London. Our in-person meetings consistently outperform remote ones, and we plan the role around that.

Additional Job Application Terms

This job is part of LinkedIn’s Full-Service Hiring beta program. Eligibility is limited to candidates located in and performing services in the United States, excluding those based in Alaska, Hawaii, Nevada, South Carolina, or West Virginia.

We’re committed to making our hiring process as smooth and timely as possible, and we understand that waiting to hear back can add to the anticipation. If you’re a potential fit, our team will reach out within two weeks to progress you to the next stage. If you don’t hear from us in that time, we encourage you to explore other opportunities with our team in the future, and we wish you the very best in your job search.