Account Executive

Our client in Buffalo, NY, is looking for an Account Executive to join their team!

This is a remote/full-time/direc-hire position.

Salary based on experience: $80K-$125K + Commission

Position Summary

Our client is seeking an experienced, consultative sales professional to generate new business, grow existing client relationships, and expand strategic accounts within the legal services, eDiscovery, legal technology, litigation support, staffing, and professional services markets. This role owns the full sales cycle from prospecting and discovery through proposal development, pricing, negotiation, contract execution, and long-term account growth.

The ideal candidate is a relationship-driven seller who can build credibility with senior stakeholders, understand complex client needs, present tailored solutions, and position our client as a trusted partner. Depending on experience level, this person may manage strategic, enterprise, or national client relationships and lead complex sales opportunities through cross-selling, upselling, referrals, and executive-level relationship development.

• Consultative, relationship-driven sales professional who can balance new business development with strategic account growth.
• Experienced selling complex services into the legal, eDiscovery, legal technology, litigation support, staffing, or broader professional services space.
• Comfortable navigating long sales cycles, multiple decision-makers, procurement processes, and executive-level client conversations.
• Trusted advisor mindset, not a transactional seller. Able to understand client challenges and connect those needs to practical service solutions.
• Strong hunter-farmer blend: can open new doors, close opportunities, and grow existing relationships over time.
• Strong business acumen, negotiation skills, executive presence, and ability to serve as the quarterback for the client relationship internally and externally.

Key Qualifications

Must-Have Qualifications

• 5+ years of successful B2B sales experience in legal services, eDiscovery, legal technology, litigation support, staffing, consulting, or other professional services environments.
• Proven ability to generate new business and close complex deals.
• Experience managing the entire sales cycle, including prospecting, discovery, proposals, pricing, negotiation, contracts, and closing.
• Strong track record of developing and maintaining client relationships with senior decision-makers.
• Experience using a CRM to manage pipeline, forecasting, and sales activity.

Preferred Qualifications

• Experience selling into law firms, corporate legal departments, or legal operations teams.
• Background in eDiscovery, managed review, digital forensics, legal technology, or litigation support services.
• Experience managing strategic, enterprise, or national accounts.
• Demonstrated success with cross-selling, upselling, and growing existing client relationships.

Core Competencies

• Consultative selling and solution-based discovery.
• Executive presence and strong communication skills.
• Ability to influence, build credibility, and establish trust with senior stakeholders.
• Strong negotiation, presentation, and commercial acumen.
• Strategic account development and revenue growth orientation.
• Ability to navigate complex organizations, decision structures, and service requirements.
• Internal collaboration and coordination with operations, project management, service teams, and leadership.

Applicants must be authorized to work in the U.S.

We are an equal-opportunity employer. We do not discriminate in hiring or employment against any individual based on race, color, gender, national origin, ancestry, religion, physical or mental disability, age, veteran status, sexual orientation, gender identity or expression, marital status, pregnancy, citizenship, or any other factor protected by anti-discrimination laws.