Regional Sales Executive - Detroit

As a Regional Sales Executive at DISCO, you will be responsible for driving new business and enhancing existing client relationships within the legal technology space. You'll engage in direct and team selling with a focus on our DISCO eDiscovery, Managed Review, and Case Builder platforms. Your role will involve nurturing long-term client relationships, providing tailored solutions, analyzing market potential, and tracking sales metrics to ensure you're aligned with client needs and competitive strategies.

Ideal candidates for the Regional Sales Executive position at DISCO should possess a BA or BS degree, with an MBA or JD being a plus. You should have at least 5 years of experience in a complex sales environment, demonstrating a strong record of success in legal technology or SaaS sales, particularly within the Amlaw 200 or Global 200 law firms. Proven skills in sales fundamentals, pipeline management, and interpersonal communication are essential for excelling in this role.

At DISCO, we believe in nurturing talent and promoting growth within our sales teams. As a Regional Sales Executive, you will have access to exceptional tools and resources, including ongoing training, mentorship, and a collaborative environment that encourages learning from peers. We also emphasize the importance of understanding our products and the industry's competitive landscape to empower you in your sales efforts.

As a Regional Sales Executive at DISCO, your sales strategy should encompass a metrics-driven approach combined with the ability to adapt and innovate. You'll develop relationships with clients, identify opportunities for growth within accounts, and implement strategic outreach efforts to establish your presence in the legal technology space. Collaborating with Sales Development Representatives (SDRs) to nurture leads will also be a key focus in your overall strategy.

Working as a Regional Sales Executive at DISCO comes with a variety of incredible perks! You’ll enjoy a competitive salary and RSUs, flexible PTO, and comprehensive benefits including medical, dental, and vision insurance, as well as a 401(k) plan. Additionally, you’ll be part of an open and inclusive environment that fosters growth and innovation while transforming the legal industry.

When answering this question, highlight specific roles where you sold legal technology solutions. Discuss your sales methodologies, achievements, and how you built relationships with clients in that space. Include metrics to demonstrate your success, and explain how your experience prepares you for the Regional Sales Executive role at DISCO.

In your response, emphasize the importance of trust and communication. Explain how you tailor your strategy to understand client needs, regularly check in, and provide consistent value over time. Share examples of how relationship-building has led to successful outcomes in your previous sales roles.

When discussing prospecting techniques, outline your preferred methods, such as leveraging social media, networking, or utilizing referrals. Explain how you research potential clients and tailor your outreach to address their specific challenges, ultimately leading to increased engagement and higher conversion rates.

In your answer, detail your process for utilizing Salesforce to track leads, manage accounts, and monitor sales activities. Discuss the importance of maintaining accurate data, setting reminders for follow-ups, and generating reports to evaluate your performance against revenue goals.

Share a specific example that illustrates your problem-solving abilities. Discuss the obstacles you faced, how you adapted your approach, and the ultimate strategies you implemented to close the deal. Highlight the insights gained from that experience and how it informs your approach today.

Discuss your commitment to staying current by subscribing to industry publications, participating in networking events, attending webinars, and connecting with other professionals. Highlight how you leverage this knowledge to anticipate client needs and position DISCO as a leading solution in the legal technology market.

In your response, refer to your emphasis on communication. Explain the importance of actively listening to the client's concerns, empathizing with their situation, and collaborating on a solution that meets their needs. Share a previous experience where you successfully turned a negative situation into a positive outcome for both parties.

Outline your comprehensive sales strategies, such as setting personal targets beyond the company quotas, leveraging teamwork to enhance results, and focusing on high-value clients. Discuss your proactive measures to seek new opportunities, follow-up diligently, and ensure that you are always in touch with your existing accounts for potential upselling.

Discuss your approach to time management and organization, emphasizing tools or methodologies you use. Explain how you assess the potential impact of each client and prioritize your activities accordingly, ensuring that you maintain a balance between nurturing existing relationships and pursuing new leads.

In your answer, convey your enthusiasm for DISCO’s innovative approach to legal technology. Discuss your admiration for the company culture, commitment to diversity, and transformative impact on the industry. Explain how your own professional goals align with DISCO’s mission and vision, making it an ideal fit for you.