Identify and qualify prospect accounts via lead generation activities
Build meaningful trusted relationships with senior legal and IT stakeholders in target accounts
Understand the client’s legal technology landscape, gaps, and strategies
Develop and follow account plans for key strategic accounts
Maintain an accurate and detailed opportunity pipeline in Salesforce
Manage pipeline to ensure Optimum is well-positioned for consistent and long-term success
Manage the sales process with tight control over each stage
Manage through contract execution and handoff to Customer Success
Minimum 2-3 years of experience in new business development for an enterprise software organization, preferably with large corporate accounts with quota carrying experience in an enterprise hunting role
1-3 years of relevant work experience (SaaS, Solution selling, Legal Tech, eDiscovery, etc.)
Proven track record of managing sales cycles and winning enterprise contracts
Proven track record of success in generating net new business with consistent overachievement of sales goals
Executive-level communication skills, written and oral.
Highly collaborative with the ability to thrive in a fast-paced, unpredictable, and ever-changing environment
50% client travel anticipated (While travel is a requirement of the role, due to COVID-19, non-essential travel has been suspended)
Ability to effectively communicate with candour.
A high level of self-motivation, energy, and drive to succeed.
A thorough and detailed approach to follow up
Natural curiosity and ability to quickly assess and respond to new situations.