Prospect, sell to and close enterprise business for your named accounts
Manage the sales process with tight control over each stage
Maintain a constant new business focus and approach
Build meaningful trusted relationships with senior legal and IT stakeholders in target accounts; understand their legal technology landscape, gaps, and strategies
Develop and follow account plans for key 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 cycle through contract execution and hand off to Customer Success for onboarding
Minimum 5-6 years of experience in new business development for an enterprise software organization, preferably with large enterprise accounts with quota carrying experience in an enterprise hunting role
3-5 years of relevant work experience (Legal Tech, eDiscovery, etc.)
Experience structuring and leading complex software pursuits in a matrixed environment
Referenceable client relationships where you are recognized as a trusted advisor
Proven track record of winning large and complex enterprise sales involving numerous stakeholders and decision makers
Proven track record building and converting qualified leads into net new business with consistent achievement of sales goals.
Executive-level communication skills, written and oral.
Financial modeling and contract negotiation experience.
Highly collaborative with the ability to thrive in a fast-paced, unpredictable, and ever-changing environment
50% client travel anticipated (Due to COVID-19, non-essential travel has been suspended)
A high level of self-motivation, energy, and drive to succeed.
Thorough and detailed approach to follow up
Natural curiosity and ability to quickly assess and respond to new situations.