Account Executive
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Job Description
Account Executive driving new business acquisition and expansion in upper mid-market and lower enterprise accounts. Oversee full-cycle SaaS deals and collaborate with teams for maximum impact.
Responsibilities:
- Own a Select territory of upper mid‑market / lower enterprise accounts, with full accountability for new business and expansion quota
- Drive full-cycle sales: prospect, qualify, run discovery, orchestrate evaluations, negotiate, and close multi-stakeholder deals
- Position Ironclad as a strategic platform, not just a point solution — tying our value to revenue acceleration, risk reduction, and operational efficiency
- Run complex, multi-threaded deal cycles that engage Legal, Procurement, IT, Sales, Finance, and executive sponsors
- Partner closely with Solution Engineers to design tailored evaluations and demos that reflect prospects’ real contract workflows and systems
- Leverage partners and alliances (implementation partners, GSIs, and advisory firms) to source pipeline, co-sell, and increase win rates in your territory
- Contribute to early vertical and international plays, especially in Select-relevant areas like Industrial and International Growth segments
- AE focused prospecting, using data and segmentation to prioritize accounts and focus efforts where you can have the biggest impact
- Forecast accurately and run disciplined deal management in Salesforce, providing clear visibility into pipeline, risks, and upside
- Collaborate cross-functionally with Marketing, Sales Development, Customer Outcomes, Product, and Partnerships to improve coverage, messaging, and GTM motion in the Select segment
- Act as the voice of the customer, bringing feedback from your accounts back into Product and GTM teams to help shape roadmap and positioning
Requirements:
- 6+ years of quota-carrying experience in B2B SaaS sales, with a track record of meeting or exceeding annual targets
- Experience selling into upper mid‑market / lower enterprise segments (roughly 1,000–7,000 employees), ideally with ASP in 100K+
- Demonstrated success running multi-stakeholder, multi-threaded deals involving Legal, Procurement, IT, and business leaders
- Strong command of a structured sales methodology (e.g., MEDDICC, Challenger, value-based selling) and comfort driving disciplined deal execution
- Proven ability to generate pipeline via outbound prospecting, partner collaboration, and marketing programs — not purely reliant on inbound
- Experience working with or around contract lifecycle management (CLM), legal tech, or adjacent spaces (e.g., sales tech, procurement/source-to-pay) is a strong plus, but not required
- Comfort selling a platform with multiple use cases across departments, not just a single-feature tool
- Strong Salesforce hygiene and familiarity with using data to manage a book of business and forecast accurately.
Benefits:
- 100% health coverage for employees (medical, dental, and vision), and 75% coverage for dependents with buy-up plan options available
- Market-leading leave policies, including gender-neutral parental leave and compassionate leave
- Family forming support through Maven for you and your partner
- Paid time off - take the time you need, when you need it
- Monthly stipends for wellbeing, hybrid work, and (if applicable) cell phone use
- Mental health support through Modern Health, including therapy, coaching, and digital tools
- Pre-tax commuter benefits (US Employees)
- 401(k) plan with Fidelity with employer match (US Employees)
- Regular team events to connect, recharge, and have fun
- And most importantly: the opportunity to help build the company you want to work at
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