About this role
Location: New York
Work model: In-person
Industry: B2B services / operations (professional services buyer persona)
Compensation: $240,000 OTE with 50/50 split ($120,000 base + $120,000 variable)
Travel: Conference attendance is helpful but not required (AEs can succeed without travel)
About the CompanyOur partner is a high-growth company providing a mission-critical service to professional services firms. Their go-to-market motion is relationship-driven and fast-moving, with AEs selling directly to senior decision makers (often firm owners or COOs).
The OpportunityThis is a full-cycle AE role for someone who wants to help scale revenue at a category-defining legal tech company. You’ll own deals from discovery through close while helping refine the GTM motion, narrative, and playbook.
The sales motion is unusually fast and direct: you’ll often sell to decision makers (firm owners, managing partners, COOs/ops leads) early in the process, with a high-velocity average sales cycle (~34 days) and many one-call closes. Deals are structured around case volume commitments and can range broadly (~$100K to $1.5M ACV, average ~$250K), with similar effort across deal sizes.
In the short term, outbound ability is valuable as outbound has recently been introduced and SDR coverage is still developing. Long-term, the most important skill is building trust quickly with senior stakeholders in relationship-driven environments.
Responsibilities Own the full sales cycle: discovery, demo, evaluation, negotiation, and close Convert a fast-moving pipeline into long-term partnerships with law firms Build credibility with firm owners and operations leaders by acting as a strategic partner Generate and manage pipeline across inbound and outbound motions (outbound emphasis near-term) Run tight deal process: clear next steps, strong follow-through, accurate forecasting, and CRM hygiene Collaborate cross-functionally to tailor solutions, refine messaging, and incorporate customer feedback Represent the company externally at legal tech events and conferences as helpful (not mandatory)
Requirements 5–7 years of client-facing sales, outbound sales, or business development experience (closing role) Proven track record of new business acquisition and consistent quota attainment Excellent written and verbal communication skills; strong executive presence Strong negotiation and closing ability; comfortable moving quickly and decisively High resilience and adaptability in a fast-changing environment Ability to build trust with senior decision makers and maintain long-term relationships Nice-to-have: high-growth startup experience and/or familiarity with legal industry workflows Professional, low-ego approach; collaborative working style