Account Executive- CoCounsel Tax

Account Executive, CoCounsel Tax

The Account Executive, CoCounsel Tax Migration & Growth is a quota-carrying sales role responsible for driving revenue, retention, and expansion across new prospects and customers transitioning from legacy platforms to CoCounsel Tax. This role owns the commercial relationship through the sales and migration lifecycle — prospecting and conducting discovery through close and converting migration moments into renewal protection, upsell, cross-sell, and new logo opportunities.

The Account Executive partners closely with Solution Consultants, Customer Success, Account Specialist, and Associate Sales Specialist roles to accelerate adoption, protect ARR, and grow account value.

Location:

remote based position will cover accounts in the west region.

In this opportunity as an Account Executive you will:

Sales Execution & Revenue Growth

• Own a book of business of prospects and existing customers migrating to CoCounsel Tax; carry an assigned quota for new business and for renewals, upsell, cross-sell, and net-new logo expansion within the install base.
• Run full-cycle sales motions — discovery, solution positioning, demonstrations, proposal, negotiation, and close — for new business, migration-tied opportunities and adjacent expansion plays.
• Protect and grow ARR by tying migration milestones to commercial outcomes (renewals on time, expanded entitlements, increased seat counts, added modules).
• Maintain accurate pipeline hygiene, next steps, forecast accuracy, and close dates in CRM (Salesforce).
• Forecast weekly with accuracy; meet or exceed quarterly and annual quota and KPIs.
• Track migration health through milestones, adoption signals, and risk indicators; escalate proactively to protect revenue.
• Maintain a territory plan that highlights key opportunities across new business and install base. Have a key action plan to prioritize opportunities, leverage cross-sell, and collaborate with territory account managers and front-line customer teams.

Customer Relationship Management

• Build multi-threaded relationships across administrators, champions, and economic buyers to strengthen account and uncover growth opportunities.
• Territory point of contact for strategic migration customers — pricing, packaging, entitlements, order processing, and renewal conversations.
• Capture and act on customer feedback to inform product roadmap, deepen trust, and create expansion narratives.

Solution Positioning & Demonstration

• Deliver compelling solution presentations and demonstrations — partnering with Solution Consultants — that translates migration value into business outcomes, ROI, and expansion rationale.
• Position AI-enabled workflows, research automation, and CoCounsel Tax capabilities to drive adoption and expansion across the customer footprint.
• Coordinate trials, POCs, and pilot programs that accelerate the commercial cycle.

Cross-Functional Collaboration

• Partner with Solution Consultants and Engineering on technical positioning and demonstrations.
• Work with Customer Success and Account Specialist to ensure post-sales adoption protects renewal and creates expansion opportunities.

About You:

• 3–5+ years in B2B sales, account management, or customer-facing commercial roles with quota responsibility.
• Demonstrated success selling, renewing, upselling, and cross-selling existing customers, with full-cycle deal experience.
• Experience supporting or leading platform migrations, product transitions, or customer adoption programs tied to commercial outcomes.
• Strong ability to translate customer workflows into solution narratives, business cases, and ROI conversations.
• Excellent written and verbal communication, negotiation, and time management skills.
• Proficiency with CRM (Salesforce or similar), sales engagement tools, CPQ/quoting, virtual demo platforms, and forecasting dashboards.

Preferred Qualifications And Skills

• Experience in tax, legal, compliance, risk, information services, or SaaS.
• Familiarity with CoCounsel Tax or enterprise research and knowledge platforms.
• Experience selling or enabling AI-powered workflows (copilots, research automation, semantic search, agentic systems).
• Experience in enterprise environments with…