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About the Role
Nuix builds software that finds the truth in complex, voluminous data. As a Sales Executive specializing in Nuix Discover, you will be responsible for growing a significant book of enterprise business across your assigned territory, working with law firms, corporate legal departments, litigation support providers and eDiscovery service organizations. This is a full-cycle, platform-focused sales role requiring deep familiarity with eDiscovery workflows and legal technology buying behavior, the patience to navigate extended procurement processes and the credibility to engage with litigation support managers, review counsel, in-house legal teams and executive decision-makers.
Responsibilities
- Own and grow a defined territory of enterprise accounts across law firms, corporate legal departments and litigation support providers.
- Develop and execute an annual territory plan that targets net-new logos and expansion within existing accounts.
- Drive the full sales cycle from initial qualification through to contract execution and handover.
- Apply a structured qualification methodology such as MEDDPICC to assess opportunity quality, manage stakeholder consensus and advance complex deals.
- Build and maintain executive-level relationships across each target account in the legal and eDiscovery market.
- Engage decision-makers at every level of the buying organization, from litigation support and review managers to General Counsel and C-suite.
- Develop and maintain a pipeline that is sufficient in volume and quality to meet and exceed quota.
- Maintain accurate opportunity data and forecast commitments in the CRM at all times.
- Lead the commercial and contractual negotiation on all opportunities within your territory.
- Construct commercial proposals that reflect the full value of Nuix Discover, then negotiate terms that protect margin, address legal-specific procurement requirements and establish the foundation for a long-term customer relationship.
- Coordinate internal resources to deliver a compelling and consistent buyer experience throughout each sales engagement.
- Direct pre-sales engineers, product specialists and executive sponsors at the right moments in the cycle to strengthen the business case and address objections.
- Represent Nuix Discover at key legal technology industry events, conferences and association forums.
- Maintain an active presence at venues such as ILTACON, Legaltech and regional bar association events to build market profile, generate pipeline and remain current on the competitive and regulatory landscape.
Requirements
- Demonstrated success selling eDiscovery, legal technology or litigation support software on extended enterprise sales cycles.
- A consistent track record of closing high-value, multi-stakeholder agreements with law firms, corporate legal departments or litigation service providers.
- Direct familiarity with how legal teams evaluate and procure technology.
- Established relationships and the ability to open doors across the legal and eDiscovery market.
- An existing network spanning litigation support professionals, eDiscovery counsel, General Counsel and legal operations leaders.
- Deep working knowledge of eDiscovery workflows, document review processes and legal data management.
- The ability to hold a credible, detailed conversation about data collection, processing, culling, review and production.
- Fluency in a structured sales qualification methodology applied to long and complex legal technology cycles.
- Practical experience applying MEDDIC, MEDDPICC, Challenger or an equivalent framework to qualify, advance and close enterprise opportunities.
- The range and confidence to sell credibly to practitioners, technical evaluators and senior legal executives.
- Demonstrable experience navigating large law firms and corporate legal organisations, adapting approach, language and value proposition.
Skills
- eDiscovery workflows
- Legal technology buying behaviour
- eDiscovery market dynamics
- Consultative approach
- MEDDPICC
- CRM
- Commercial negotiation
- Legal technology industry events
- ILTACON
- Legaltech
- Sales qualification methodology
- MEDDIC
- Challenger framework
- GDPR
- SEC
- DSAR workflows
Location
- London (Holborn)
Work Type
- Hybrid
Experience Level
- Senior individual contributor
About the Company
- Nuix creates innovative software that empowers organisations to simply and quickly find the truth from any data in a digital world.
- We are a passionate and talented team, delighting our customers with software that transforms data into actionable intelligence.
- Vision: Finding Truth in a Digital World.
- Values: Take ownership and follow up, Resilient, Unafraid to do the right thing, Team Nuix, Hero our customers and innovate for them.