Senior Account Executive; Am Law

Steno is growing! We’re looking for a Senior Account Executive (Am Law) to join our winning team, which is revolutionizing the court reporting industry every single day. We’re a diverse team from all over the country (and beyond) and we’re crazy about redefining the boundaries of an outdated industry.

In this role, you'll leverage your deep understanding of law firm business models and operational challenges to build trusted relationships with partners, practice group leaders, and C‑suite executives. You'll navigate complex, multi‑stakeholder sales cycles lasting 6-12+ months, positioning Steno’s solutions in terms that matter most to legal decision‑makers: profit‑per‑partner, operational efficiency, and competitive advantage.

This is an opportunity for a sales professional with experience in AM Law accounts to make a significant impact on both our clients’ success and Steno’s growth trajectory while working collaboratively across our organization to deliver exceptional client outcomes.

We’re looking for an experienced enterprise sales professional to drive growth within our AM Law 100 account portfolio. If you’re looking for a company that offers support, guidance, an abundance of killer giphys, and unlimited potential to grow into your best self, you can bet we’d love to have you too.

• Develop and execute territory plans for assigned AM Law 100 accounts with focus on revenue growth and client retention
• Navigate lengthy procurement processes involving multiple decision‑makers and influencers across practice groups and administrative functions
• Build and maintain relationships with staff, partners, practice group leaders, C‑suite executives
• Conduct research to understand firm‑specific challenges, practice area needs, and business objectives
• Uncover, track and land large cases, work cross‑functionality and with sales peers to bring in all parties involved in the matter
• Create and close MSA opportunities in your AM Law accounts
• Lead pricing discussions and negotiate with the clients and Steno’s best interests in mind
• Partner with our operations and development teams to ensure seamless implementation and client satisfaction
• Monitor competitive landscape, industry trends, and client feedback to inform product development and sales strategy
• Attend relevant industry conferences and events on behalf of Steno
• Maintain accurate Hub Spot records and provide regular pipeline updates
• Demonstrate all Steno technology to your prospects and clients alike
• You have a deep understanding of AM LAW firms, with a strong grasp of law firm hierarchy, practice types and current legal industry trends
• You are a consultative seller skilled at navigating 6-12+ month sales cycles with multiple stakeholders (paralegals, partners, practice group leaders, COOs, CIOs, procurement)
• You have a proven track record of finding, tracking, negotiating and landing large cases and MSA agreements
• You understand the importance of your involvement in ensuring that our operations team is fulfilling your clients expectations
• You have an executive presence to engage C‑suite and senior partners; maintain extensive legal industry network and connections across target accounts
• You are experienced in strategic account planning, complex negotiation skills, ability to articulate ROI in terms of profit‑per‑partner and operational efficiency metrics
• You are a team player who can see the overall opportunity in front of them and seek to do the right thing for the client and Steno first
• You geek out on technology that can make your clients life easier
• You are hungry for success and will do what it takes to surpass your goals
• You want to have a love of fun redefining how deposition services are sold
• You get a high out of the organized chaos that is the world of litigation
• “Land & Expand” is your middle name when it comes to managing your AM LAW accounts
• You understand that patience, perseverance and consistency are attributes that are necessary for a longer sales cycle and the rewards are worth the wait
• Salary - $103,000 - $110,000
• Potential for a signing bonus and first‑year guarantee for properly qualified candidates
• Health, Vision, &…