Senior Account Executive (Time Consultant)

About the Role:

Laurel is seeking a world-class Senior Account Executive to drive growth and forge lasting relationships with prospective customers. As a vital member of our team, you’ll collaborate closely with Marketing, Account Management, Product, Data, and Engineering to anticipate and exceed customer expectations. We are passionate about delighting our customers, and we’re seeking someone who shares that passion.

The ideal candidate is experienced enough to hit the ground running yet willing to roll up their sleeves and tackle various tasks in a lean startup environment. You are, in essence, a true Renaissance Rep.

Core Responsibilities:

As a Laurel Account Executive, you will be expected to:

Sales Process:

• Identify and engage senior stakeholders within leading legal and professional services markets.
• Manage the entire sales process—from opportunity creation to contract negotiation, closing, and handoff to the Account Management team.
• Consistently achieve and exceed sales quotas for your assigned territory and/or accounts.
• Maintain robust pipeline development activity to exceed $1M in annual sales.
• Overcome technical and business objections from prospective customers as needed.
• Conduct online or on-site product demonstrations for qualified prospects.
• Respond to RFPs for qualified business opportunities where Laurel is a strong fit.
• Collaborate with the Engineering team to ensure successful deal implementation and work with Account Management for firmwide activation.
• Demonstrate Laurel’s ROI and business impact to C-level stakeholders.

Product and Market Knowledge:

• Maintain a deep understanding of Laurel’s product and roadmap.
• Articulate Laurel’s impact at both the organizational and industry levels.
• Continuously gather and analyze industry and competitive data to maintain a strong market position.
• Provide feedback to colleagues on customer needs, industry trends, market perceptions, and competitive intelligence.

Sales Administration:

• Maintain rigorous Salesforce pipeline hygiene.
• Accurately forecast monthly, quarterly, and annual opportunities.
• Prepare presentations, formal proposals, and price quotes, ensuring all necessary paperwork is completed to process orders.
• Plan, promote, and conduct key business development events within your territory.
• Travel to and attend trade shows, conferences, and on-site visits with customers and prospects.

Qualifications:

• Proven track record of successfully closing $200K+ deals within a 6–12-month sales cycle.
• At least 5 years of experience in top-down, enterprise-wide software sales.
• Experience in an early-stage startup (Series B or earlier), demonstrating the ability to succeed with limited resources, undefined processes, and without repeatability.
• Success in operationalizing a founder-led Sales Playbook.
• Consistent history of meeting or exceeding quotas.
• Expertise in building relationships and presenting to C-suite-level customers.
• Ability to lead a complex, multi-threaded sale with stakeholders ranging from executives across various functions to day-to-day product users – especially the ability to convey technical concepts to non-technical audiences.
• Highly autonomous, passionate, and creative.
• Excellent verbal and written communication skills with meticulous attention to detail.
• Mastery of Salesforce and common software tools (e.g., G Suite, Zoom, Teams, Canva, ChatGPT, etc.).

Added Bonus:

• Previous experience selling into legal, accounting, or consulting firms

Compensation:

The compensation package includes a base salary in the range of $120,000 to $150,000, accompanied by an uncapped 50/50 variable component. Final compensation amounts will be determined based on several factors including candidate experience, technical qualifications and expertise and may vary from the amounts listed.

Flexibility and Logistics:

• Location: This job will be based in our San Francisco, Los Angeles or New York offices; we require three days in-office per week (Tuesday, Wednesday, Thursday).
• Travel: This job may require travel up to 25% of the time during certain seasons.
• Compensation: Competitive salary, generous equity, comprehensive medical/dental/vision coverage, 401(k), and additional benefits, including commuter/FSA stipends.
• Visa Sponsorship: Unfortunately, we are not sponsoring visas at this time.
• Sick days and PTO: What happens if my kid or I are sick on a workday? Take all the time you need, as we have a flexible PTO and Sick Leave policy. We’ll cover for you.

The Hiring Process

• Video interview with hiring manager (30-45 min.)
• Video interview with a peer on the sales team and (45 min.)
• DISCO Role Play (panel interview) (45 min.)

For this exercise, we ask that you operate as the Laurel Sales rep speaking to the C-Suite of a firm of your choosing. You should use this time to learn more about what this company’s challenges and business objectives are.Please treat this as a first discovery call with prospectsFollowing the exercise/interview, please send a follow-up email summarizing the discovery call - “what we heard”.

• Video interview with CEO (45 min.)
• In-person meeting with the hiring manager / and or local team
• Offer!