Job: Account Executive

Summary

If you thrive on initiative and drive, relish the entirety of the sales journey—from identifying promising leads to comprehending their requirements, offering tailored solutions, and ultimately sealing deals—then you're the ideal candidate for this role. You excel at cultivating relationships with current and potential large law clients, including engaging with C-Suite executives. Your background includes substantial experience in selling enterprise B2B data solutions for legal tech.

About the Job

UniCourt is headquartered in Tustin, California. However, our team largely operates remotely across several time zones spanning across multiple countries. This position can work remotely and is anticipated to have periodic in-person connections with team members both domestic and international as needed. As such, the Account Executive is expected to regularly report into our corporate headquarters or other such locations as needed to foster collaboration, execute organizational priorities, and support sales, marketing, and product initiatives. Frequency will be determined by business needs but will be at a minimum of once per quarter.

This role defines the essence of a "hunter," requiring the Account Executive, Large Law to strategize, initiate, negotiate, and expand API data subscriptions. We are specifically seeking a candidate with proven, iterative experience in legal services, particularly selling to large law firms. We seek a collaborative individual eager to work alongside adept professionals in sales, marketing, and product development. Together, we'll surpass both individual and collective objectives, ensuring exceptional client satisfaction.

About Us

Our company creates some of the world’s most cutting-edge software solutions for legal data. We solve difficult problems, work on innovative technology, and build world-class API platforms for people and enterprises to interact with legal data and other public data sets. With some of the best minds in the industry, we’re one of the most sought-after learning and career destinations in the world of legal tech. If you’re looking to work at a company with opportunities to forge your career path in legal tech and sales, UniCourt is the right place for you.

Duties & Responsibilities

1. - Take ownership of inbound prospecting efforts, actively identifying and engaging potential enterprise customers.
2. - Utilize a proactive approach to initiate meaningful conversations and establish rapport with prospects.
3. - Employ strategic tactics to educate prospects on solutions, fostering timely and forecasted closures aligned with company metrics and objectives.
4. - Drive individual sales targets while contributing to overall team objectives.
5. - Implement effective sales strategies to meet and exceed targets consistently.
6. - Employ a consultative approach to thoroughly understand client needs and preferences.
7. - Provide tailored recommendations based on a deep understanding of client requirements.
8. - Foster strong, enduring relationships with clients through dedicated attention and service.
9. - Collaborate effectively with team members throughout the sales process, from lead generation to post-sale support.
10. - Assist in various stages of client engagement to ensure seamless service delivery.
11. - Stay abreast of market trends and changes in the legal tech space to inform sales strategies.
12. - Develop and maintain comprehensive knowledge of UniCourt's products and services, as well as competitor offerings.
13. - Utilize product expertise to effectively address client needs and differentiate UniCourt in the market.
14. - Represent UniCourt at industry trade shows, conferences, and events to expand network and generate leads.
15. - Travel as necessary to attend key industry gatherings and promote UniCourt's solutions.

Qualifications

1. - A Bachelor's degree in a relevant field or equivalent practical experience is a requirement.

Required Skills

1. - Self-motivation and a strong sense of ownership are essential.
2. - Must be resilient and be able to quickly bounce back from setbacks, rejection, or challenges, and maintain a positive attitude and persistence in pursuing sales goals.
3. - Demonstrated expertise in consultative sales, particularly in selling enterprise B2B data solutions or legaltech solutions, with a focus on large law firms, particularly within knowledge, innovation, or information departments, is required.
4. - Prior sales experience with solutions involving APIs is a must.
5. - Prior demonstrated experience working with deals that involve implementation, integration, or consultant partners to build holistic solutions for clients that involve data as a component.
6. - Proven ability to manage stakeholder expectations and timelines throughout the project lifecycle.
7. - Excellent written, verbal, and interpersonal skills coupled with strong presentation, proposal, negotiation, and closing skills.

Nice to Have Skills & Experience

1. - Preference for a law or master’s degree (JD or MBA).

compensation

1. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific worker location. The range of base pay for this role is between $80,000 and $100,000, again depending on the skills, qualifications, and experience of the individual candidate. This is a commission-eligible position and on-target earnings (OTE) would be further discussed during the selection process as noted above.

benefits

1. We value our employees’ time and efforts. Our commitment to your success is enhanced by our competitive compensation and extensive benefits package including paid time off, medical, dental, and vision benefits not to mention future growth opportunities within the company. Plus, we work to maintain the best possible environment for our employees where people can learn and grow with the company. We strive to provide a collaborative, creative environment where each person feels encouraged to contribute to our processes, decisions, planning, and culture.

Important Notices

Equity & Salary Disclosure

We believe in practices that create real equity and pay parity regardless of background or identity. We freely discuss compensation with all qualified candidates the first time we interview them. Saving the salary discussion for the first conversation allows us to fully understand the needs of each candidate and to ensure that qualified candidates, even those who have historically been overlooked and/or underpaid, do not self-select out of the process based on salary alone, as our experience and research suggest. In addition to those who opt out because they fear the compensation may be out of reach for them, we equally don’t want to miss out on conversations with candidates who are slightly over the range when in some cases, the total compensation, including factors such as flexibility and better health benefits, etc. may exceed expectations.

EEO Statement

UniCourt is an equal opportunity employer who welcomes and encourages diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.

UniCourt is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need reasonable accommodation because of a disability for any part of the employment process, please send an email to HR-jobs@unicourt.com and let us know the nature of your requests and your contact information.