Mid-Market Account Executive

3 days ago

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Definely

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SaaS • Artificial Intelligence • B2B

Definely is an AI-powered legal drafting and contract review platform designed for law firms and in-house legal teams. Integrated natively into Microsoft Word and offered as a suite of tools (Vault, Draft, Enhance, Cascade, Proof, PDF), Definely leverages large language models on an organization’s proprietary contract repository to surface precedent clauses, track the knock-on effects of edits, automate hundreds of proofreading checks, and extract defined terms from PDFs—while fitting into existing legal workflows.

51 - 200 employees

Founded 2017

☁️ SaaS

🤖 Artificial Intelligence

🤝 B2B

📋 Description

• Identify, negotiate and close new business opportunities with key decision-makers while working closely with Partnerships and SDRs to drive top-of-funnel activity, qualify leads, deliver pitches, manage prospects through the pipeline and secure commercial agreements • Understand the complex business challenges of target customers and position Definely’s solutions to align with their strategic objectives, including conducting needs assessments, building business cases and demonstrating ROI • Manage the entire sales cycle from initial contact through negotiation and closing, navigating complex procurement processes and multiple stakeholders • Oversee and manage pilot programmes with prospective clients, ensuring smooth implementation, clear objectives, strong analytics and demonstrable value • Develop and maintain strong, long-term relationships with key decision-makers and influencers within target organisations • Forecast sales activity and revenue accurately while maintaining up-to-date records within HubSpot and providing regular updates to sales leadership • Lead contract negotiations with clients in collaboration with the legal and finance teams to ensure favourable terms • Collaborate effectively with internal teams including partnerships, RevOps, marketing, product and customer success • Stay up to date with industry trends, the competitive landscape and evolving customer needs to inform outbound strategies and product development

🎯 Requirements

• Previous experience in a business development role, within a B2B SaaS business, ideally with direct experience selling into law firms or the broader legal industry. • Enthusiastic and hungry to be part of something big, play a big role in the success of the company and share ideas across the business to help drive growth. • Excellent business acumen and interpersonal skills: ability to develop relationships at the senior level and handle complex sales cycles. • Comfortable running multithreaded sales processes with multiple stakeholders. • Self-starter: eager to learn and thrive in a high-functioning team environment. • Results-orientated: do what it takes to make your team successful and have high standards. • Meticulous in your record-keeping, adept at mapping complex stakeholder landscapes and driven by a constant desire to learn and refine your approach with new information. • Analytical Rigour (if you cannot measure it, you cannot improve it): Data-driven approach to identifying and solving problems, comfortable presenting and visualising data. • Exceptional attention to detail and ability to manage time efficiently. • Authentic, confident and articulate, with excellent communication and presentation skills and the ability to deliver ideas clearly and concisely to internal and external stakeholders at all levels of seniority.

🏖️ Benefits

• 💰 Competitive salary & annual bonus • 📈 Equity in Definely • 🎉 Annual company offsite • 🏠 Remote working with occasional travel to customers • 🏖️ 25 days holiday + public holidays • 📚 $750 annual learning & development budget • 🩺 Healthcare (incl. dental & optical) • 👶 Enhanced parental leave