About this role
Law firms and financial institutions need to navigate complex operational challenges using frontier agentic AI, which is the exact hurdle this Mid Market Account Executive will address by scaling product adoption across the Italian market. Managing a designated portfolio of mid-sized law firms and corporate clients requires driving full-cycle sales from initial prospecting and customized product demonstrations to contract finalization and long-term account growth. Success in this position demands executing a consultative, value-based sales methodology while collaborating closely with engineering and product teams to align technical capabilities with specific client goals.
Operating within a fast-paced environment characterized by high intensity and customer proximity, the right individual must thrive on taking ownership and contributing to the development of internal sales playbooks. Fluency in both English and Italian is essential for building strong relationships with diverse stakeholders ranging from executives to day-to-day users. Candidates who combine a readiness for independent outbound prospecting with a genuine interest in helping legal professionals operate more efficiently will find significant room for personal and professional growth.
What you will do
- Manage a named account list by prioritizing inbound leads and conducting direct outbound prospecting to high-potential prospects.
- Handle the complete customer lifecycle from initial prospecting through contracting, onboarding, expansion, and renewals.
- Meet and exceed assigned revenue targets alongside other key sales metrics.
- Establish robust relationships with key decision-makers to understand their pain points and connect them with suitable solutions.
- Execute high-velocity client evaluations involving tailored product demonstrations and presentations.
- Partner cross-functionally with engineering and product teams to relay customer feedback and track the latest AI advancements.
- Contribute to the development of the sales playbook by documenting actionable learnings for future account scaling.
What you need
- Demonstrated background in selling complex software solutions utilizing a consultative and value-based methodology.
- Capability to independently drive a sales cycle from start to finish with enthusiasm for prospecting.
- Proficiency in managing a pipeline, forecasting performance metrics accurately, and maintaining CRM hygiene.
- Experience leading multi-threaded sales involving diverse stakeholders and translating technical concepts for non-technical audiences.
- Understanding of artificial intelligence applications within knowledge work alongside an interest in the legal profession.
- Cross-functional collaboration skills to work effectively with internal teams like product and legal.
- Bilingual fluency in spoken and written English and Italian.
Nice to have
- Experience working in or adjacent to the legal industry
Skills and tech stack
Questions candidates ask
What travel is required for this role?
Travel may be required from time to time. This includes visits to customer office locations and company offices.
Who will I work with across the organization?
You will work cross-functionally across the organization to shape solutions that meet customer needs. This includes collaborating closely with engineering and product teams, as well as legal.
What is the scope of the account responsibilities?
You will own your book of business by managing a named account list. Responsibilities include prioritizing and cultivating inbound leads, and outbounding directly to high-potential prospects across Italy.