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About the Role
As a Mid-Market Customer Sales, Account Executive at Clio, you will manage and nurture relationships with a portfolio of high-value customers, typically 20+ employees. You will own a book of business consisting of key Mid-Market accounts, and your primary responsibilities will include driving expansion retention and ensuring that Clio’s solutions continue to meet the evolving needs of your clients. In this quota-bearing sales role, you will work cross-functionally with marketing, sales, product, customer success, and partnerships teams to ensure the growth and satisfaction of our Mid-Market Accounts. You will focus on creating long-term value and building strong relationships with key decision-makers to identify upselling, cross-selling, and expansion opportunities.
Responsibilities
- Maximize revenue from existing accounts by negotiating complex contract amendments and expansion agreements.
- Develop and maintain relationships with key decision-makers and stakeholders across multiple levels within accounts.
- Maintain a healthy pipeline of opportunities within accounts, tracking and forecasting accurately in Salesforce and other tools.
- Use data and insights from Salesforce and internal systems to inform sales strategies, negotiate effectively, and communicate value to clients.
- Work closely with Customer Success Managers to ensure smooth transitions, manage ongoing relationships, and provide a seamless client experience.
- Conduct virtual or in-person meetings with clients to deliver product demos, discuss potential product upsells, and develop tailored solutions.
- Become a product expert on the Clio product suite to provide expert advice to clients on best practices and drive usage.
- Cross-sell and upsell Clio products into the existing customer base.
- Convert qualified opportunities using telephone, email, and product demonstrations.
- Use Salesforce.com to prioritize, organize, and set appointments for qualified leads and opportunities.
- Pay close attention to key metrics, including the number of qualified leads and conversion rate at various stages of the funnel.
- Work with Support, Account Managers, SDRs/BDRs, Customer Success Managers, Partner Account Managers, and Sales Engineers to provide solutions to customers.
- Forecast, negotiate, and close deals.
- Develop business cases for customers.
- Attend industry events and visit customers on-site.
- Hunt and prospect into existing customer accounts.
- Pass client feedback and feature requests to product teams and facilitate meetings with project managers to discuss potential product enhancements.
- Develop and execute strategic account plans to ensure client satisfaction, retention, and growth.
Requirements
- Minimum 4 years of sales experience, including closing deals.
- 3 years of experience working in SaaS or other technology companies.
- Experience working complex deal cycles with high-leverage customers.
- Knowledge and passion for technology and cloud-based products.
- Previous experience running demos.
- A competitive mindset.
- Cold calling skills.
- A coachable and collaborative nature.
Skills
- Salesforce.com
- Cold calling
- Negotiation
- Pipeline management
- Product demos
- Cross-selling
- Upselling
Location
- Vancouver
- Calgary
- Toronto
- Dublin
- Sydney
Work Type
- Hybrid
Experience Level
- Mid-Market
- 4 years of sales experience
- 3 years of SaaS or technology experience
Education Level
- JD or other legal education/background
Salary/Compensations
- Base salary range: $70,400 to $105,600 CAD
- On-target earnings (OTE): $140,800 to $211,200 at 100% attainment
Benefits
- Competitive, equitable salary
- Top-tier health benefits, dental, and vision insurance
- Hybrid work environment (minimum twice per week in office for local Clions)
- Flexible time off policy (encouraged 20 days off per year)
- $2000 annual counseling benefit
- RRSP matching
- RESP contribution
- Clioversary recognition program
About the Company
- Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely.
- We are transforming the legal experience for all by bettering the lives of legal professionals while increasing access to justice.
- We're a Human and High Performing AI company, meaning we use artificial intelligence to improve all of our operations.
Equal Opportunity
- Our team shows up as their authentic selves, and are united by our mission. We are dedicated to diversity, equity and inclusion. We pride ourselves in building and fostering an environment where our teams feel included, valued, and enabled to do the best work of their careers, wherever they choose to log in from. We believe that different perspectives, skills, backgrounds, and experiences result in higher-performing teams and better innovation. We are committed to equal employment and we encourage candidates from all backgrounds to apply.
- Clio provides accessibility accommodations during the recruitment process. Should you require any accommodation, please let us know and we will work with you to meet your needs.