Account Executive, Mid-Market Customer Sales

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.

Summary:

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.

In this role, you will:

• Maximize Revenue from Existing Accounts: Focus on driving growth with our largest customers. Negotiate complex contract amendments and expansion agreements, maximizing revenue while minimizing churn and reduction
• Strategic Relationship Building: Develop and maintain relationships with key decision-makers and stakeholders across multiple levels within your accounts. Engage with clients regularly to ensure ongoing value, uncover expansion opportunities, and mitigate churn risks
• Pipeline Management: Maintain a healthy pipeline of opportunities within your accounts, tracking and forecasting accurately in Salesforce and other tools
• Data-Driven Decision Making: Use data and insights from both Salesforce and internal systems to inform your sales strategies, negotiate effectively, and communicate value to clients
• Collaboration with Customer Success: Work closely with Customer Success Managers to ensure smooth transitions, manage ongoing relationships, and provide a seamless experience for clients
• Solution Selling: Conduct virtual or in-person meetings with clients to deliver product demos, discuss potential product upsells, and develop tailored solutions to meet customer needs
• Become a Product Expert: Learn and stay updated on the Clio product suite to provide expert advice to clients on best practices and drive usage

What you’ll work on:

• Cross-selling and Upselling Clio products into our existing customer base
• Converting qualified opportunities using telephone, email and product demonstrations
• Using Salesforce.com to prioritize, organize, and set appointments for qualified leads and opportunities through View, Tasks and Calendar
• Paying close attention to key metrics, including the number of qualified leads and conversion rate at various stages of the funnel through paid accounts
• Working with Support, Account Managers, SDRs/BDRs, Customer Success Managers, Partner Account Managers and Sales Engineers to provide solutions to our customers
• Forecasting, negotiation and deal closures
• Developing business cases for customers
• Attending Industry events and visiting customers on-site
• Hunting and prospecting into existing customer accounts

What you must have:

• 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
• Advocate for Clients: Pass client feedback and feature requests to our product teams and facilitate meetings with project managers to discuss potential product enhancements
• Account Planning: Develop and execute strategic account plans to ensure client satisfaction, retention, and growth

Preferred :

• Experience in the legal industry
• Experience selling an operating platform