Enterprise Account Executive - Washington - Everlaw

Description

Enterprise Account Executive (SLED)

Everlaw is seeking an experienced Enterprise Account Executive that demonstrates our company values of attention to detail, setting your own bar, egoless communication, and respect for customers In this role, you will be responsible for identifying and closing net new business, from both new customers and current customers, within the State, Local, and Education (SLED) space. You have experience prospecting, running discovery calls and sales presentations, negotiating, and closing net new business. You bring a deep understanding of value-based selling and SaaS technology, and you take pride in mastering your product so you can clearly communicate its value to Customers and Partners. Your success will come from opening new accounts and expanding our footprint in existing accounts by demonstrating how Everlaw supports both new and existing eDiscovery and litigation use cases, including complex litigation, internal and regulatory investigations, government inquiries, public records and FOIA responses, data privacy and data breach matters, and other high-stakes discovery workflows.

This is a full-time exempt position that is remote, with the option to work out of our Oakland, CA, Washington D.C., or New York, NY office. Office-based employees are eligible for a hybrid work schedule: in office M/W/Th with the option to work from home Tu/Fr.

Getting started

We want you to feel like part of the team early on Our onboarding process will integrate you into the company with informative sessions on our product, policies, processes, and team structure and goals.

We're excited for you to learn, grow, and contribute right away We trust that you'll bring experience and knowledge that will uplift and uplevel the team, but we don't expect you to know everything on Day 1.

In your role, you'll...

• Gain a deeper understanding of Everlaw's software, customers, and sales processes through training and experience, allowing you to better target future customers.
• Develop your product knowledge through Everlaw's Product certification, using your expertise to present Everlaw's value to customers in greater detail.
• Develop and manage your territory and account plans.
• Drive deep discovery through curiosity of the customer and their strategic goals.
• Meet with prospects and existing customers via Zoom, in-person at their government office, or at industry events and conferences.
• Execute against your territory and account plans to develop a healthy pipeline that leads to consistent quota achievement.
• Oversee the entire sales cycle while collaborating with cross-functional teams including Solutions Architecture, Customer Success, Business Development, and Legal.
• Collaborate with Everlaw's marketing team to develop and execute events and conferences
• Deploy strategic thinking to lead sophisticated sales cycles from qualification and demo through close.
• Grow and leverage your territory network of government Attorneys, FOIA officers, Legal and IT Professionals.
• Maintain an up-to-date understanding of the competitive landscape and Everlaw's differentiators in our market.
• Leverage our sales tech stack, including , Gong, Govspend, SalesNavigator, and Gemini & other AI tools, to uncover, manage, and close new opportunities.
• Gain continuous growth through training from our Sales Enablement Team and weekly 1:1 coaching from your direct manager.
• Work closely with your teammates on complicated multi-department deals.

About you

• You possess a track record of success selling SaaS platforms or Legal Services into net new accounts, demonstrated by overachievement of quota ($1M+ ARR), ideally in Federal or SLED segments.
• You have at least 3-5 years of successful enterprise sales experience selling to enterprise accounts or government agencies.
• You are inherently curious and excited about public service, strategic goals, and emerging technologies.
• You enjoy hunting for and building your own pipeline.
• You are professional to others while working closely with your teammates on collaborative deals.
• You are extremely motivated to achieve your goals and have no problem setting your own bar for success.
• You are available to travel throughout the US monthly and your territory to meet with clients and attend conferences and in person government meetings.
• You are comfortable in creating needs analysis content and presenting it to Senior Leadership at prospective accounts.
• You find success through hard work and are willing to roll up your sleeves and pitch in to help colleagues achieve the team's end goals together.
• You are comfortable in a fast-paced environment that requires the ability to work independently and adaptively, anticipate and mitigate friction points, and take initiative to promptly resolve and learn from challenges.
• You are a great collaborator and mediator both internally and externally.
• You have a team-first mindset that excels in the collaborative nature of the clients we serve.
• You are authorized to work in the United States; please note that at this time, Everlaw is not sponsoring visas for any positions.

Pluses

• You have experience selling Legal technologies.
• You have familiarity with MEDDPICC and/or Command of the Message.
• You have familiarity with transactional usage-based and longer-cycle annual commitment commercial models.

Benefits

• The expected On Target Earnings (OTE) for this role is $250,000, with a $125,000 base salary. The role's compensation is subject to change in the future.
• Equity program
• 401(k) retirement plan with company matching
• Health, dental, and vision
• Flexible Spending Accounts for health and dependent care expenses
• Paid parental leave and approximately 10 days (80 hours) per year of sick leave
• Seventeen paid vacation days plus 11 federal holidays
• Membership to Modern Health to help employees prioritize mental health and wellness
• Annual allocation for Learning & Development opportunities and applicable professional membership dues
• Company-sponsored life and disability insurance
• Find out more about our Benefits and Perks

Perks

• Monthly home internet reimbursement
• Select your preference of hardware (Mac or PC) and customize your desk setup
• Enjoy a wide variety of snacks and beverages in the office
• Bond over company-wide out-of-the-box events and fun activities with your team
• Time off for company-sponsored volunteer events and 4 paid hours per quarter to volunteer at a charitable organization of your choice
• Take advantage of learning and career development opportunities
• Ranked #9 on Glassdoor's Best Places to Work 2023 for US small and medium companies
• One of Wealthfront's 2021 Career Launching Companies, and ranked #2 on the "2022 Bay Area Best Places to Work" list by the San Francisco Business Times and the Silicon Valley Business Journal
• One of Fast Company's World's Most Innovative Companies for 2022 and proud contributor of free ediscovery resources to benefit the greater good through "Everlaw for Good"
• #LI-KV1
• #LI-Remote