Account Executive- Mid Market

As an Account Executive at NetDocuments, you will support our Mid-Market clients through direct engagement and collaboration. Your main responsibilities include negotiating and closing contracts with potential clients, conducting virtual sales presentations and product demonstrations, and achieving sales targets. You will also manage leads in cooperation with Business Development Representatives, ensuring a consistent follow-up process via phone and email, and documenting all interactions in Salesforce.

To thrive as an Account Executive at NetDocuments, you'll need at least 2 years of experience in a sales role, preferably within a SaaS sales environment. A proven ability to upsell and cross-sell with existing accounts is essential. Strong communication skills, organizational proficiency, collaborative teamwork, and customer orientation will set you apart in this role.

Success as an Account Executive at NetDocuments is measured by meeting or exceeding the designated sales targets and efficiently moving prospects through the sales pipeline. Building solid relationships with clients, understanding their needs, and effectively demonstrating how NetDocuments can benefit their organization is crucial for success in this role. Being proactive in nurturing leads and closing deals adds immense value to our Mid-Market clients.

The work culture at NetDocuments is vibrant and inclusive, focused on collaboration and innovation. As an Account Executive, you will be part of a supportive team environment where open communication is encouraged. We believe in recognizing every contribution and cultivating professional growth, ensuring that all team members feel valued and empowered each day to do their best work.

Working at NetDocuments comes with a wealth of benefits and perks, including a comprehensive healthcare package where 90% of premiums are covered, a generous 401K match with immediate vesting, flexible PTO, and contributions to life activities and wellness. Plus, we maintain a remote-friendly workplace so you can balance work and life effectively while continuously learning and growing with access to resources like LinkedIn Learning.

In prioritizing leads, I assess each lead based on their potential value, timing in the sales cycle, and level of interest. I leverage CRM tools to track interactions and follow up systematically, ensuring that I stay engaged with those prospects who are most likely to convert while nurturing others into future opportunities.

A successful sales presentation typically involves understanding the client's needs and tailoring the demo to address those specific pain points. I used to incorporate real-life scenarios into my presentations that resonate with the audience, illustrate the product's relevance, and build a connection that ultimately led to closing the deal.

I approach objections as opportunities to understand a client's concerns better. I listen actively, empathize with their perspective, and respond with tailored solutions that address their hesitation. This not only shows the client that I value their feedback but also helps build trust in the relationship.

For closing deals, I apply a consultative selling approach, using techniques like summarizing benefits and aligning them with the client's needs. Additionally, I encourage an open dialogue to address any last-minute queries, and when appropriate, I create a sense of urgency.

I stay motivated by setting personal goals tied to my sales targets and celebrating milestones, no matter how small. Additionally, I find inspiration in learning from peers, participating in team brainstorming sessions, and continuously seeking feedback to improve my approach.

Effective follow-up strategies include scheduling regular check-ins, personalizing communication based on previous conversations, and ensuring I provide value during each interaction—be it by sharing relevant resources or insights that might help them.

Building rapport with new clients involves active listening and showing genuine interest in their business needs. By asking thoughtful questions and providing insights related to their challenges, I demonstrate that I’m not just there to sell, but to partner with them in achieving success.

Teamwork is crucial in my sales approach. I collaborate closely with BDRs and other departments to align on strategies, share lead insights, and combine efforts to manage the sales pipeline efficiently. This synergy often leads to better results and enhanced client relationships.

Adapting my sales strategy based on client feedback is vital. I actively seek feedback during and after the sales process. By analyzing client responses and adjusting my approach, I ensure our offerings are relevant and address their unique needs.

I'm particularly excited about the opportunity at NetDocuments due to its innovative approach to legal technology and the emphasis on a collaborative culture. I believe my skills align with the company's mission, and I’m eager to contribute to a team that genuinely values employee empowerment and customer success.