Senior Sales Executive, Financial Clients - GLLF

We're seeking a Senior Sales Executive - Financial Clients to drive new growth for our AI-enabled legal technology portfolio. This role is designed to strengthen the law firm-client connection in transactional markets and unlock powerful network effects between buyers and sellers of legal services.

You'll own end-to-end enterprise deal cycles with Financial/Transactional clients while partnering closely with internal cross‑functional teams-and, where relevant, with strategic Global Large Law Firm (GLLF) customers—to expand adoption through direct sales and firm‑enabled seat extension motions. You'll be expected to operate with high agency, build from the ground up, and help define the playbook for this team.

• 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 private asset managers and hedge funds; develop repeatable motions and messaging for this buyer set
• Engage senior stakeholders across investment and legal‑adjacent workflows (e.g., Partners/MDs, VPs, investment teams, fund operations, GCs, legal ops/KM where applicable): 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 personas
• Create pipeline with disciplined outbound: execute targeted outreach, ecosystem mapping, and account‑based campaigns to build durable pipeline in a historically under‑penetrated segment
• Orchestrate internal resources (SEs, BDRs, marketing, enablement, legal, leadership): 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 asset management 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 Project Keystone GTM playbook—what works, what doesn’t, and why—so the team scales faster

• 4+ years of successful B2B software/SaaS sales experience with alternative asset managers (private credit, real estate, corporate credit), transactional workflows, outside counsel dynamics, or legal tech/information services
• High‑agency operator: 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: seek feedback, learn quickly from experts, and try new methods—even when it challenges defaults
• Relationship management & business development strength: proven ability to build long‑term professional relationships, earn trust with senior stakeholders, and maintain genuine curiosity about customer problems
• Communication and influence: align internal teams and external buying committees…