Account Executive – Small & Mid-Size Law

Summary

Law.com, part of Centellic, provides intelligence and insight platforms for the legal industry. The Account Executive will drive new business with small and mid-size law firms across the United States, managing inbound leads and outbound prospecting through the full sales cycle. The role involves consultative selling to senior law firm stakeholders and collaboration with product, editorial, and marketing teams.

Responsibilities

• Work the pipeline: Convert inbound leads and add your own prospecting on top to build full territory coverage
• Win new business: Manage a full-cycle pipeline of law firms across the US, from first conversation to close
• Engage senior stakeholders: Sell consultatively to Firm Leaders, Partners, Practice Leaders, and other stakeholders
• Position insight as strategy: Show how Law.com (business of law news and intelligence), Radar (real-time litigation alerts), and Compass (competitive and financial benchmarking) support firm growth and client retention
• Create impact at every interaction: Understand firm strategy, identify pressures like client demands, lateral hiring, and market share, and build solutions around them
• Be a market-maker: Introduce law firm leaders to new ways of competing using Law.com data and platforms
• Collaborate across teams: Partner with product, editorial, and marketing to deliver tailored, high-value solutions to each firm

Skills

• A proven new business hunter with 2+ years of B2B sales experience, comfortable working inbound leads and building on top of them with your own prospecting
• Confident selling to senior-level decision-makers in complex, multi-threaded environments
• Skilled at consultative selling: asking smart questions, listening for what's actually driving the firm's priorities, and building solutions around that
• You ask good questions and actually want to know how a business works
• You take feedback on a call and apply it on the next one
• Comfortable working prospecting and CRM tools daily (Salesforce, LinkedIn Sales Navigator, ZoomInfo, Groove, or similar) to manage a territory like a business
• A relationship builder who knows how to build trust and credibility with discerning buyers
• Legal industry or professional services experience is a plus, not a requirement
• Curious by nature
• Coachable and quick to adjust

Qualifications

Must Haves

• A proven new business hunter with 2+ years of B2B sales experience, comfortable working inbound leads and building on top of them with your own prospecting
• Confident selling to senior-level decision-makers in complex, multi-threaded environments
• Skilled at consultative selling: asking smart questions, listening for what's actually driving the firm's priorities, and building solutions around that
• You ask good questions and actually want to know how a business works
• You take feedback on a call and apply it on the next one
• Comfortable working prospecting and CRM tools daily (Salesforce, LinkedIn Sales Navigator, ZoomInfo, Groove, or similar) to manage a territory like a business
• A relationship builder who knows how to build trust and credibility with discerning buyers

Nice to Haves

• Legal industry or professional services experience is a plus, not a requirement
• Curious by nature
• Coachable and quick to adjust

Benefits

• Fully remote
• Variable Bonus
• 15 vacation days, 12 company holidays, three personal days, one day to volunteer at the organization of your choice, plus a day off for your birthday each year
• Choice of three Cigna health insurance plans, two dental plans, and vision coverage.
• Health Savings Accounts (HSA) and Flex Spending Accounts (FSA)
• Comprehensive wellness program
• Employer paid life insurance
• Employer paid short-term and long-term disability insurance
• Accident and critical illness insurance
• 401K and Roth retirement savings plans with employer matching
• Employee Referral Awards
• Tuition reimbursement after 1 year of service
• Commuter Benefits