Account Executive (Closer)

Job DescriptionJob DescriptionDescriptionAt Jimerson Birr, our team has accepted the lasting responsibility of protecting our clients’ rights, businesses, properties, investments, and finances. Our professionals are integral, trusted advisers and advocates in both established and emerging businesses, giving our clients insights into legal and business considerations that guide prudent decision-making. We work with some of the world’s most respected and well-established businesses, as well as start-up visionaries, and individuals looking to overcome challenges. About the Role We are looking for an Account Executive (Closer) to own the commercial three-quarters of every sales conversation — running consultative discovery, presenting solutions, and closing qualified opportunities — so that attorneys show up only where legal judgment actually changes the outcome. This is the first close-side hire at Jimerson Birr, and the seat that starts the shift from lawyers closing deals to a trained sales professional owning the close. You will run consults end to end: diagnosing the client's real business problem, closing standard hourly and fixed-fee work on the call itself, and building and presenting proposals for larger or non-hourly work. You'll brief the Deal Desk so the first proposal draft is the right draft, chase every deal to a signature, and hand off cleanly to the Client Engagement Specialist for issuance. You'll pull an escalator attorney into the specific legal question that changes the outcome — never into the whole hour. If you're a natural closer who can hold a room, diagnose a business problem, defend a price under pressure, and knows exactly when a question is above your pay grade, this role was built for you. This is your seat if: • You would rather diagnose the real problem than pitch off a script but you still want a proven discovery guide in your back pocket. • Deadlines and shifting priorities sharpen your focus instead of rattling you. • You can sit across from a CEO or a multi-stakeholder buying committee and hold your own, calmly. • You would rather ask "what changes if we don’t act" than lead with price. • You know the difference between selling and lawyering, and you know exactly when to bring in an attorney and when not to. • You want a real number to hit and full ownership of how you get there. What You’ll DoRun consultative discovery on every consult: diagnose the business problem, quantify the stakes, establish the cost of inaction, and reach agreement on value before price — handling executive buyers and multi-stakeholder cycles without an attorney in the room. Complete final qualification on the call itself, and disqualify honestly where the fit isn’t there rather than pushing a deal that shouldn’t close. Close hourly and standard fixed-fee work in the room; for larger or non-hourly engagements, discover the opportunity toward a solutions call with a dated next step, and lead Legal Longevity conversations. Revert out-of-scope requests to a change order rather than absorbing them into the deal. Brief the Deal Desk with complete discovery input so the first proposal draft is the right draft, then present live, anchor high, and frame hourly honestly against fixed and recurring options. Handle price and scope objections on the call and hold the guardrails, driving every consult to a decision or a firmly defined next step — never an open-ended follow-up. Run a value-adding chase cadence after every proposal — never a naked check-in — using the client’s real deadlines as honest urgency, through to a signed agreement. Sign the correct agreement exhibit, hand off cleanly to the Engagement Specialist for issuance, and keep stages, close dates, value, probability, and next steps current in the platform at all times. Dedicate a smaller portion of your time to proactively developing new business — prospecting and outreach to build pipeline alongside inbound consults — while the majority of your role remains closing warm, qualified opportunities. Recognize escalator triggers and pull the attorney in for the specific technical or high-stakes question, hold the bright line on legal advice with the scripted escalation phrase under pressure, and feed win, loss, and objection patterns back to sales leadership. What You'll BringQualifications3+ years’ experience in consultative business-to-business or professional-services sales, with a proven track record of meeting or exceeding quota; experience in legal, financial, or other high-trust services is a plus.Comfortable running full-cycle sales conversations with executive buyers and multiple stakeholders, without a subject-matter expert in the room.Strong objection-handling and pricing/value-communication skills — able to anchor high and defend a proposal live.Comfortable with CRM/pipeline management systems (Salesforce, Litify, or comparable platforms preferred).Strong written and verbal communication skills, with the professionalism and executive presence to represent the firm directly to clients.Bachelor’s degree preferred, but not required with equivalent experience.High trust and executive presence; everything you say and put in writing is forwardableHunger and coachability over legal credentials: legal fluency is trained on the job Why Jimerson Birr?At Jimerson Birr, this seat is the mechanism behind a real shift: attorneys stop closing deals and go back to practicing law, and a trained sales professional owns the commercial conversation instead. As our Account Executive, you'll run the full consult-to-close motion with real autonomy, a defined growth path into senior and associate closer tiers as volume grows, and a team — Deal Desk, Engagement Specialist, and an escalator attorney bench — built to back you up on anything outside your lane. You'll work in an environment that values ownership, discipline, and results, with a clear pipeline, defined escalation paths, and a team that has your back on anything outside your lane. Join a dynamic team that values professional growth and excellence in legal service. We offer competitive compensation, professional development opportunities, and a supportive work environment dedicated to fostering your success. We’ve found that the key to doing great work is to love what you do and respect who you do it with. To continue reading about our firm, visit our website Jimerson Birr. Our atmosphere and award-winning firm culture is collegial and professional, and our shared commitment to professional development is superior to our contemporaries. Learn more about our firm culture here: JB Firm Culture: JB FOR ME. You’ll get a Challenging Opportunity with a Company that Cares About Its Most Valuable Asset: YOU! At Jimerson Birr, we pride ourselves on our people and their collective achievements. Besides our list of legal industry honors, in 2021 and for the seventh consecutive year, the firm was named one of Florida’s “Best Companies to Work For” by Florida Trend Magazine. In recent years, the firm was also distinguished as one of the “Best Places to Work” by the Jacksonville Business Journal and five times as one of the “50 Fastest Growing Companies.” Opportunities abound for those who can meet and exceed the expectations set for our team. Jimerson Birr is comprised of high-performing and professionally fulfilled people. We believe that a positive attitude, personal accountability, and a commitment to quality work will put a talented person on a fast track for success. Our atmosphere and award-winning firm culture are collegial and professional, and our shared commitment to professional development is superior to our contemporaries. Our core values are simple: Commitment to service; Commitment to quality; Commitment to results. We live our core values, and we welcome you to live them with us. Jimerson Birr is an equal opportunity employer. All qualified applicants receive consideration for employment and all employees are treated during employment without regard to race, color, sexual orientation, religion, sex, age, national origin, genetic information, disability, veteran status, gender identity, and marital status.