SMB/MM Account Executive
About the role As an SMB Account Executive at LegalOn, you will be responsible for driving new business and expansion opportunities with SMB and lower mid-market corporate legal departments. You will own the sales cycle from pipeline creation through close, working with General Counsel and legal operations leaders to understand their challenges and show how LegalOn can help them move faster, reduce cost, improve quality, and accomplish more. As part of our US sales team, you will have the chance to work with sophisticated buyers, represent a category-leading product, shape our go-to-market approach, and grow your career based on performance, capacity, and desire to take on more. This is not only a closing role. It is a market-building AE role for someone who wants ownership, accountability, and meaningful upside. What you'll do Build, manage, and advance a strong pipeline of SMB and mid-market and accounts Own the full sales cycle from prospecting and discovery through demo, trial, close, and expansion Sell deals ranging from $5k to $20k+ with sales cycles ranging from days to weeks Develop trusted relationships with legal and business stakeholders, including General Counsel, Contracts Managers, and Paralegals Run strong discovery to uncover pain points, business priorities, buying dynamics, and success criteria Deliver tailored product demonstrations and trial experiences that connect LegalOn’s capabilities to each customer’s needs Partner with our legal engineering team (when needed) to support technical, legal, workflow, and use-case-specific conversations Collaborate with marketing and business development teams to create and execute pipeline-generation strategies Represent LegalOn at industry events, conferences, trade shows, seminars, and local customer/prospect events Help us improve our US sales playbook by sharing market feedback, buyer objections, competitive insights, and repeatable patterns
Qualifications
Proven track record selling software to SMBs and mid-market corporate customers Experience owning end-to-end sales cycles Strong discovery, qualification, and closing Ability to communicate clearly and persuasively in writing, live conversations, and via zoom/remote demos Experience managing trials helpful Strong work ethic, self-motivation, and ability to operate independently Comfort working in a fast-changing market where messaging, process, and buyer expectations continue to evolve Enthusiasm for business development and showing up to meet customers and prospects Disciplined pipeline management, follow-up, forecasting, and deal execution Strongly preferred: 2+ years of experience as an Account Executive in legal technology, legal-adjacent software, or another B2B software category Experience selling to legal departments, legal operations teams, attorneys, General Counsel Familiarity with contract workflows, in-house legal work, contract lifecycle management, or AI software Experience in a high-growth company where the go-to-market motion evolves Compensation and benefits This is a full-time, quota-carrying position. Compensation includes base salary plus commission and/or performance-based bonus, with final structure and level based on experience. Benefits include Health insurance Dental insurance Vision insurance 401(k) Location and working environment LegalOn offers a flexible working environment. Remote or hybrid working arrangements may be available depending on location, with a preference for candidates who can effectively participate in customer, prospect, team, and industry events as needed. Candidates based in or near San Francisco may have additional opportunities for in-person collaboration and local market development.