Account Executive II (Corporate East/DC) - Remote

Overview

This sales role is responsible for prospecting and selling the suite of Reveal software solutions to federal, state and large city governments across the United States. 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 will manage all aspects of the sales cycle, from qualification to close, within the assigned territories/markets.

In Short

• 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.

Requirements

• Bachelor’s degree required.
• Experience with managing the full lifecycle of selling, from prospecting to close.
• 5+ years of sales experience. SaaS experience strongly required.
• Experience with E-Discovery/legal software and Challenger Sales methodology preferred.
• 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.
• Exceptional verbal communication, networking, and relationship-building skills.
• Detail oriented with the capacity to manage multiple, simultaneous sales cycles.
• Experience with sales tools including ZoomInfo, Groove, Gong, Outlook, Salesforce, Slack, Microsoft Office suite, etc. (preferred).
• Ability to travel, as necessary.

Benefits

• 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.
• Comprehensive child recovery and bonding leave policies.
• Short and long-term disability benefits.
• Access to onsite gym and recreational area.
• Friendly, collaborative, in-office work environment with ample opportunity for professional development.