Account Executive – SMB Inbound

• Develop the customer portfolio by managing the entire sales cycle, from qualifying inbound leads through closing.
• Identify and prioritize marketing leads and leads from other channels, targeting SMB law firms with 1 to 5 lawyers.
• Conduct thorough discovery calls to understand prospects’ needs.
• Demonstrate the SaaS platform and its features.
• Present the value proposition, negotiate contracts, and finalize sales through signature.
• Keep the CRM, opportunities, and sales pipeline up to date.
• Prioritize the hottest opportunities and participate in weekly pipeline review meetings.
• Collaborate with the Marketing, Product, and Customer Success teams.
• Share prospect and customer feedback to help improve the product and sales processes.
• Stay informed about the legal industry and the needs of SMBs.
• Propose initiatives to improve lead qualification and sales strategies.
• Meet monthly and quarterly targets for meetings, conversion, and sales quotas.

Requirements

• Significant experience as an Account Executive, Business Developer, or in a similar role, ideally in a SaaS environment or B2B solution sales.
• Proven ability to manage an end-to-end sales cycle, including qualification, negotiation, and closing.
• Strong ability to meet and exceed sales targets, with excellent prioritization skills.
• Excellent written and verbal communication skills.
• Ability to build trusted relationships with a wide range of stakeholders.
• Ability to work independently in a fast-growing startup environment.
• Active listening skills and the ability to tailor messaging to stakeholders’ needs.
• Team-oriented mindset and ability to collaborate with other departments.
• Flexibility and ability to adapt quickly to change.
• Strong ability to overcome obstacles and persevere in pursuit of goals.

Core Competencies

Demonstrates expertise in managing the entire sales cycle, from lead qualification to closing, while effectively collaborating with cross-functional teams. Proven track record of meeting and exceeding sales targets in a SaaS environment, with strong communication and relationship-building skills.

Highest-signal resume keywords

• End-To-End Sales Cycle Management
• SaaS Sales Experience
• Sales Target Achievement

Hard Skills

• Lead Qualification
• Contract Negotiation
• Sales Closing
• Sales Pipeline Management
• Discovery Calls

Soft Skills

• Excellent Communication Skills
• Active Listening
• Team Collaboration
• Adaptability
• Perseverance

Industry Keywords

• SaaS
• B2B Sales
• SMB Law Firms
• Sales Quotas
• Value Proposition

Tools & Technologies

• CRM Software