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Account Executive, Mid-Market/Enterprise

ABOUT THE ROLE

Spellbook launched the very first generative AI copilot for lawyers, has grown 5x over the past 12 months, and serves 2500+ law firms. Our tool focuses on solving the drudgery of contract review and drafting.

Having secured $20-million USD ($27-million CAD) in Series A funding, we are poised for rapid growth and are building a world-class team to shape the future of legaltech. With over 50 dedicated employees, we’re a scrappy startup where every team member’s impact is felt daily.

As a Mid Market/Enterprise Account Executive at Spellbook, you'll focus on driving new business with mid-market and enterprise-level clients. You will be responsible for navigating complex sales cycles, building relationships with key decision-makers, and positioning our AI-powered solution to address the specific needs of large organizations. Leveraging your strategic sales skills, you'll lead efforts to expand Spellbook’s presence in the enterprise space and unlock new revenue opportunities.

RESPONSIBILITIES

  • Manage multi-stakeholder deals from initial engagement to close, navigating long sales cycles and ensuring that the process aligns with enterprise buying patterns.

  • Identify and target key accounts in the mid-market and enterprise sectors, leveraging both inbound leads and proactive outbound strategies to build a robust pipeline.

  • Articulate the value of Spellbook's AI-powered solution through customized presentations, demos, and proposals that address the unique pain points of each enterprise prospect.

  • Cultivate and maintain relationships with senior-level decision-makers and influencers within target accounts to drive strategic initiatives and close deals.

  • Work closely with internal teams, including Product, Customer Success, and Marketing, to ensure that customer feedback informs our roadmap and that we continuously deliver value to our enterprise clients.

  • Maintain meticulous records of client interactions, sales activities, and pipeline status in our CRM to drive data-driven decision-making and forecasting.

  • Stay informed about market trends, competitor activities, and industry developments to position Spellbook as a thought leader in the legal tech space.

QUALIFICATIONS

  • 5+ years of quota-carrying sales experience, ideally in SaaS or B2B environments.

  • A track record of success in mid-market and/or enterprise software sales, with a history of meeting or exceeding quotas in complex sales cycles.

  • Ability to think strategically and apply a consultative approach to understand client needs and align solutions to business objectives.

  • Strong verbal and written communication skills with the ability to present confidently to C-level executives and key stakeholders.

  • Highly motivated and goal-oriented, with a passion for driving revenue growth and contributing to the success of the team.

  • Thrive in a fast-paced, high-growth environment, adjusting strategies quickly in response to changing market conditions and client needs.

  • Comfortable working in cross-functional teams and bringing a collaborative approach to customer engagement.

NICE TO HAVES

  • Understanding of the legal industry and its unique challenges, with the ability to speak the language of legal professionals.

  • Background in a startup or scaling tech company, demonstrating the ability to navigate ambiguity and drive impact in a dynamic setting.

  • Established relationships with decision-makers within the legal, financial services, or enterprise sectors, enabling quicker access to key accounts.

  • A deep interest in Large Language Models, an understanding of basic AI concepts and trends, and experience leveraging AI tools into your current or past workflows.

WHY JOIN SPELLBOOK?

  • Embrace autonomy and accountability in a flexible, remote work environment; we focus on outcomes and empower you to determine how to get the job done

  • Access our company-paid group benefits for you and your family, with $1,000 towards mental health support

  • Disconnect during our holiday closure and take advantage of our generous time off policies throughout the year

  • Enjoy monthly paid meals, an annual wellness allowance to support your well-being and parental leave top-ups as your family grows

  • Secure your stake in our success; you’ll receive competitive stock option grants as a pivotal early employee

We are committed to creating an inclusive and supportive candidate experience. Should you require any accommodation whatsoever during the interview process, please inform us without any hesitation.

Spellbook is dedicated to ensuring equal treatment and opportunity in all phases of recruitment, selection, and employment, in compliance with employment law. We do not discriminate based on gender, race, religion, national origin, ethnicity, disability, gender identity/expression, sexual orientation, veteran or military status, or any other protected category. Spellbook is proud to be an equal opportunity employer, fostering a culture of inclusivity and maintaining a work environment that is free from discrimination, harassment, and retaliation.

What You Should Know About Account Executive, Mid-Market/Enterprise, Spellbook

Join Spellbook as a Mid-Market/Enterprise Account Executive and be part of an incredible journey in the legal tech industry! Spellbook has created the first generative AI copilot specifically for lawyers, aiming to change the way legal professionals handle contract reviews and drafting. Having achieved remarkable growth by 5x in the past year and serving over 2500 law firms, we're not just a startup; we’re a passionate team of over 50 talented individuals striving to revolutionize legal tech. In this role, you will engage with mid-market and enterprise-level clients, guiding them through complex sales cycles and crafting relationships with key decision-makers. Your responsibilities will include managing deals from start to finish, showcasing our AI-powered solutions through tailored presentations, and collaborating with internal teams to ensure a seamless process. You won't just fill a quota; you'll position Spellbook for success in new markets and help us expand our reach. With over 5 years of sales experience in a SaaS or B2B environment, your strategic mindset and consultative approach will be key in understanding client needs. Why should you join us? We believe in autonomy and accountability, offer competitive benefits, and ensure a flexible work-life balance. Plus, with our focus on mental health and wellness, you'll find that at Spellbook, we really care about our team. Come make a significant impact in a fast-paced, innovative environment where your voice truly matters!

Frequently Asked Questions (FAQs) for Account Executive, Mid-Market/Enterprise Role at Spellbook
What are the responsibilities of an Account Executive, Mid-Market/Enterprise at Spellbook?

As an Account Executive, Mid-Market/Enterprise at Spellbook, you will spearhead new business initiatives targeting mid-market and enterprise clients. Your main responsibilities will include managing multi-stakeholder deals from engagement to close, articulating the unique value of our AI solutions, and maintaining pivotal relationships with senior decision-makers. You'll also collaborate across teams to ensure customer feedback shapes our product offerings while meticulously tracking your sales pipeline in our CRM.

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What qualifications are needed for the Mid-Market/Enterprise Account Executive position at Spellbook?

To thrive as a Mid-Market/Enterprise Account Executive at Spellbook, a minimum of 5 years of quota-carrying sales experience in SaaS or B2B environments is essential. You should have a proven track record of success in complex sales cycles, exhibit strong communication skills, and possess a consultative approach to meet client needs. An understanding of the legal industry and existing relationships within it will also enhance your candidacy.

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How does Spellbook support the success of an Account Executive, Mid-Market/Enterprise?

Spellbook fosters an environment that promotes success for Account Executives by emphasizing autonomy and accountability in remote work settings. Our comprehensive benefits package includes group coverage for your family, support for mental health, and a generous time-off policy. Regular collaboration with internal teams ensures that you have the resources and guiding input needed to effectively meet your sales targets.

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What is the work environment like for an Account Executive at Spellbook?

At Spellbook, the work environment for Account Executives is dynamic and collaborative. With a remote-first approach, you'll enjoy the flexibility to manage your work while being part of a tight-knit team. The startup culture encourages initiative and creativity, providing a unique opportunity to shape the future of our solutions in a high-growth legal tech company.

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What are some of the nice-to-have skills for an Account Executive role at Spellbook?

While not mandatory, nice-to-have skills for the Account Executive role at Spellbook include an understanding of the legal industry, background in a fast-paced tech startup, and established relationships with stakeholders in relevant sectors. Interest in AI and familiarity with its practical applications can also set candidates apart as we push the boundaries of innovation in legal technology.

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Common Interview Questions for Account Executive, Mid-Market/Enterprise
How do you approach managing long sales cycles as an Account Executive?

To effectively manage long sales cycles, I prioritize relationship-building and open communication with all stakeholders involved. By understanding each client's unique needs and decision-making processes, I can tailor my approach. Utilizing CRM tools to keep track of interactions will ensure nothing is overlooked, allowing for timely follow-ups and personalized outreach.

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Can you describe a successful deal you've closed in a competitive environment?

Absolutely! In my previous role, I closed a significant deal with a mid-sized law firm looking to streamline its contract review process. I conducted thorough research on their pain points, presented a customized solution, and maintained consistent follow-ups. By addressing their concerns and offering targeted support, I was able to secure the deal against strong competition.

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What strategies do you employ to build relationships with C-level executives?

Building relationships with C-level executives involves understanding their business challenges and aligning our solutions to their strategic objectives. I focus on providing value upfront by sharing insightful information about industry trends and offering personalized solutions. Regular exchanges of ideas through meetings and networking can also facilitate meaningful connections.

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What role does data play in your sales strategy?

Data is crucial in shaping my sales strategy. It helps identify target accounts, monitor pipeline health, and assess performance trends. I rely on data analytics to inform my outreach, segment prospects, and tailor my presentations based on historical success metrics, enabling me to make data-driven decisions that enhance sales effectiveness.

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How do you adapt your sales approach to different client needs?

Adapting my sales approach begins with active listening to truly understand each client's unique circumstances. I assess their industry specifics and tailor my pitch to highlight relevant features of our solutions. This personalized approach showcases our commitment to addressing their specific needs, positioning us as a reliable partner in achieving their objectives.

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Describe a time when you overcame an objection during a sales process.

I once faced hesitation from a potential client regarding our pricing. I took the opportunity to articulate the significant ROI our solution offers relative to their current processes. I provided case studies illustrating how similar organizations benefitted financially, thereby mitigating concerns and ultimately persuading them to proceed with the deal.

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What methods do you use to stay informed about industry trends?

To stay informed about industry trends, I regularly attend webinars, participate in professional networks, and subscribe to relevant legal tech publications. This ongoing education helps me understand market dynamics and shifts, allowing me to position Spellbook effectively while enhancing my credibility in discussions with clients.

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How do you prioritize your sales leads?

I categorize my sales leads based on potential value and fit for our solution. High-potential leads receive immediate attention for personalized outreach, while nurturing strategies are implemented for leads requiring more time. This structured approach ensures effective use of resources and maximizes the chances of conversion.

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What motivates you to achieve your sales targets?

My motivation stems from the impact my work has on clients and the success of my team. Achieving sales targets means enabling clients to benefit from our solutions, which in turn drives company's growth. I thrive in goal-oriented environments where I can challenge myself and witness tangible results from my efforts.

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How would you describe your consultative selling style?

My consultative selling style focuses on understanding the client's unique needs and challenges. Rather than pushing a standard product, I engage in meaningful discussions to uncover specific pain points. This approach allows me to present tailored solutions that genuinely address their requirements, ultimately fostering trust and long-term partnerships.

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DATE POSTED
January 7, 2025

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