Senior Sales Executive, Transactional Practices - GLLF

We're seeking a Senior Sales Executive to drive new growth for our AI-enabled legal technology portfolio. This role is designed to strengthen relationships with transactional attorneys in large law firms and unlock powerful adoption across deal teams, practice groups, and firm-wide initiatives.

You'll own end-to-end enterprise deal cycles with Global Large Law Firm (GLLF) clients, focusing on transactional practices (debt financing, M&A, and capital markets) while partnering closely with internal cross-functional teams to expand adoption through direct sales and practice group extension motions. You'll be expected to operate with high agency, build from the ground up, and help define the playbook for this team.

In this role as a Senior Sales Executive
, you will:

• Own full-cycle enterprise sales: prospecting, discovery, value mapping, business case development, multi-threading, negotiation, and close
• Build the segment from the ground up: create and execute a focused territory and account strategy for transactional practices within Global Large Law Firms; develop repeatable motions and messaging for this buyer set
• Engage senior stakeholders across transactional practices (e.g., Practice Group Leaders, Corporate/M&A Partners, deal team leaders, Innovation/Legal Ops Directors, Knowledge Management, and firm leadership) with compelling storytelling, tailored demos, and ROI-driven narratives
• Run structured opportunity plans: validate needs, align on success criteria, build mutual close plans, and drive complex deals to signature
• Become product fluent across solutions that support transactional and diligence-heavy workflows (e.g., CoCounsel and adjacent solutions used in due diligence, drafting/review, collaboration, and benchmarking including HighQ and Noetica); tailor demos to transactional attorney personas
• Create pipeline with disciplined outbound: execute targeted outreach, practice group mapping, and account-based campaigns to build durable pipeline across transactional practices
• Orchestrate internal resources (SEs, BDRs, marketing, enablement, legal, leadership) to progress multi-stakeholder opportunities and land/expand within accounts
• Drive internal alignment and influence: communicate learnings from the field, shape segment positioning, and influence product/enablement priorities to accelerate adoption
• Maintain forecasting rigor and CRM hygiene: accurate forecasting, consistent qualification (MEDDICC or similar), and strong opportunity documentation

• Consistent quota attainment: meet/exceed monthly, quarterly, and annual new business targets for the Global Large Law Firm segment
• Pipeline generation: build and sustain 3x quota pipeline through high-quality outbound, targeted campaigns, and partnership-driven sourcing
• Activity/coverage: maintain a strong customer-facing cadence (e.g., 10+ qualified customer meetings per week) and prioritize external momentum over internal overhead
• Messaging excellence: continuously refine segment-specific value messaging and competitive positioning as the market evolves
• Strategic rigor: maintain an actionable Territory Business Plan and account plans for top logos; document mutual close plans and next steps in CRM
• Builder mindset: contribute to and improve the GTM playbook—what works, what doesn't, and why—so the team scales faster

You're a fit for the role of Senior Sales Executive if your background includes:

• 4+ years of successful B2B software/SaaS sales experience with large law firms (particularly transactional practices), legal technology, or professional services technology solutions
• High-agency operator: you create clarity where there isn't any, develop creative solutions, and execute independently without waiting for perfect inputs
• Drive and resilience: genuine motivation to build something new, take on challenges, and push through ambiguity in a change-resistant industry
• Coachability: you seek feedback, learn quickly from experts, and are willing to try new methods—even when it challenges your defaults
• Relationship management & business development strength: proven ability to build long-term professional relationships, earn…