UniCourt Inc - Senior Account Executive
Requirements
• This role defines the essence of a "hunter," requiring the Account Executive to strategize, initiate, negotiate, and expand API data subscriptions and our latest analytics SaaS platform. We are specifically seeking a candidate with proven, iterative experience in legal services, financial institutions, insurance providers, or fortune 500s. We seek a collaborative individual eager to work alongside adept professionals in sales, marketing, and product development.
Responsibilities
• Take ownership of inbound prospecting efforts, actively identifying and engaging potential customers. • Utilize a proactive approach to initiate meaningful conversations and establish rapport with prospects. • Employ strategic tactics to educate prospects on solutions, fostering timely and forecasted closures aligned with company metrics and objectives. • Drive individual sales targets while contributing to overall team objectives. • Implement effective sales strategies to meet and exceed targets consistently. • Employ a consultative approach to thoroughly understand client needs and preferences. • Provide tailored recommendations based on a deep understanding of client requirements. • Foster strong, enduring relationships with clients through dedicated attention and service. • Collaborate effectively with team members throughout the sales process, from lead generation to post-sale support. • Assist in various stages of client engagement to ensure seamless service delivery. • Stay abreast of market trends and changes in the legal tech space to inform sales strategies. • Develop and maintain comprehensive knowledge of UniCourt's products and services, as well as competitor offerings. • Utilize product expertise to effectively address client needs and differentiate UniCourt in the market. • Represent UniCourt at industry trade shows, conferences, and events to expand network and generate leads. • Travel as necessary to attend key industry gatherings and promote UniCourt's solutions. • Education, Knowledge, Skills, & Abilities • A Bachelor's degree in a relevant field or equivalent practical experience is a requirement. • Preference for a law or master’s degree (JD or MBA). • Self-motivation and a strong sense of ownership are essential. • Must be resilient and be able to quickly bounce back from setbacks, rejection, or challenges, and maintain a positive attitude and persistence in pursuing sales goals. • Demonstrated expertise in consultative sales, particularly in selling enterprise B2B data solutions or legaltech solutions, with a focus on large law firms, particularly within knowledge, innovation, or information departments, is required. • Preferred experience with solutions utilizing structured data, including master data management (MDM), customer data platforms (CDP), business intelligence (BI) tools, and data analytics platforms. • Prior sales experience with solutions involving APIs or legal software is a must. • Prior demonstrated experience working with deals that involve implementation, integration, or consultant partners to build holistic solutions for clients that involve data as a component. • Proven ability to manage stakeholder expectations and timelines throughout the project lifecycle. • Excellent written, verbal, and interpersonal skills coupled with strong presentation, proposal, negotiation, and closing skills.
Benefits
• We value our employees’ time and efforts. Our commitment to your success is enhanced by our competitive compensation and extensive benefits package including paid time off, medical, dental, and vision benefits not to mention future growth opportunities within the company. Plus, we work to maintain the best possible environment for our employees where people can learn and grow with the company. We strive to provide a collaborative, creative environment where each person feels encouraged to contribute to our processes, decisions, planning, and culture. • We believe in practices that create real equity and pay parity regardless of background or identity. We freely discuss compensation with all qualified candidates the first time we interview them. Saving the salary discussion for the first conversation allows us to fully understand the needs of each candidate and to ensure that qualified candidates, even those who have historically been overlooked and/or underpaid, do not self-select out of the process based on salary alone, as our experience and research suggest. In addition to those who opt out because they fear the compensation may be out of reach for them, we equally don’t want to miss out on conversations with candidates who are slightly over the range when in some cases, the total compensation, including factors such as flexibility and better health benefits, etc. may exceed expectations. • Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific worker location. The range of base pay for this role is between $100,000 and $150,000, again depending on the skills, qualifications, and experience of the individual candidate. This is a commission-eligible position and on-target earnings (OTE) would be further discussed during the selection process as noted above.
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