Enterprise Account Executive (State, Local, and Education)

Location: Remote in Illinois or Michigan, or hybrid from offices in Oakland, Washington, D.C., or New York. Regular travel to tradeshows, onsite customer meetings, conferences, and government engagements is required.

Annual base salary: $125,000. Total on-target earnings: $250,000, plus equity.

Company

Litigation and investigation management software uses AI to help legal and investigative teams find relevant facts in large volumes of electronic evidence.

What you will do

• Build and execute territory and account plans to create pipeline and achieve quota targets.
• Lead discovery, needs analysis, and value-based presentations for government attorneys, FOIA officers, law enforcement attorneys, and legal IT leaders.
• Manage complex sales cycles from qualification and demonstrations through negotiation and close.
• Collaborate with Solutions Architecture, Value Engineering, Customer Success, Business Development, Legal, and Marketing on strategic opportunities.
• Represent the platform at industry conferences, government meetings, and other in-person events.
• Use Salesforce, Gong, Sales Navigator, GovSpend, and AI tools for account research, outreach, and territory planning.

Requirements

• At least 3 years of enterprise SaaS or legal services sales experience with complex accounts or government agencies.
• Proven quota achievement, including $1M+ ARR.
• Experience with prospecting, pipeline generation, strategic presentations, needs analysis, and value-based sales processes.
• Ability to collaborate across internal and external stakeholders to close strategic deals.
• Willingness to travel monthly throughout the assigned territory.
• Authorization to work in the United States is required; U.S. employment visa sponsorship is not available.

Nice to have

• Experience selling legal technology platforms.
• Experience with public-sector procurement.
• Familiarity with MEDDPICC or Command of the Message.
• Experience with usage-based models and multi-year annual commitment structures.

Culture & Benefits

• Remote work in Illinois or Michigan, or a hybrid schedule for office-based employees.
• Medical, dental, vision, flexible spending, mental health, parental leave, life, and disability benefits.
• 401(k) matching of up to 4% of eligible annual compensation and equity grants.
• 17 vacation days, 11 federal holidays, four additional company-wide paid days, and paid sick leave.
• Learning and professional membership allowance, home internet reimbursement, and desk setup stipend.
• Catered office lunches, snacks, and company-wide events.