Senior Sales Executive, HVA Growth - MLF

MLF High Value Account Representative

The MLF High Value Account Rep will have a portfolio of high-value, high-growth Mid Law firms (50+ attorneys) and lead consultative, business-first engagements that set a higher bar for impact. This individual contributor will challenge customer thinking through insight-led conversations, quantify outcomes with ROI storytelling, and leverage modern technology like Gong to win. Success requires disciplined SFDC compliance, data-driven planning, and multi-threaded executive relationships that accelerate expansion and long-term value.

This is a strategic seat for someone who can speak fluently to Managing Partners and C-suite stakeholders about how AI is transforming legal practice—and who can turn that vision into signed business. This role is pivotal to close out 2026 and continue momentum into 2027 and beyond.

In this opportunity as a Senior Sales Executive, HVA Growth, responsibilities will include:

• Driving Results:
  Identify the best channel for engagement with customers, defaulting to virtual for the majority of deals where value is insufficient to warrant travel; develop and execute territory growth strategies across a portfolio of strategic Mid Law accounts
• Owning the Full Sales Cycle:
  Prospect new customers, lead consultative discovery, deliver compelling product demos (including AI-powered solutions like Westlaw, Practical Law, and CoCounsel), validate needs, shape product plans, and drive deals to close—independently and with minimal hand-holding
• Relationship Management:
  Focus on new logo acquisition and mid-contract upsell/cross-sell opportunities and renewals; build and manage multi-threaded relationships with partners, C-suite executives, and other key decision-makers within firms
• Product Proposition:
  Possess strong working knowledge across our AI and legal research product suite, with the credibility to speak knowledgeably about how these tools drive efficiency, accuracy, and competitive advantage for law firms; engage Sales Specialists where deep product expertise is required to drive to close
• Reporting:
  Utilize an automated and insight-driven Salesforce workflow to progress deals; KPIs include nurturing opportunities and moving more complex sales to close, i.e., new logo sales and existing 'non-named' account incremental sales
• Client & Market Intelligence:
  Understand the specific business drivers, competitive pressures, and technology adoption trends shaping Mid Law firms today, and use that intelligence to position AI solutions as a strategic differentiator for clients

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

• Minimum 5 years of successful enterprise software sales experience in a consultative, C-suite-level selling environment; experience selling legal tech or SaaS/AI products strongly preferred
• Demonstrated success managing full, complex sales cycles end-to-end—from prospecting and discovery through demo, negotiation, and close
• Working knowledge of West products, experience selling into large law firm accounts, and strong knowledge and background in the legal profession and/or legal publishing industry required
• Comfort and credibility discussing AI-driven legal solutions with sophisticated buyers, including the ability to translate technical capability into clear business ROI
• 4-year college degree, or equivalent experience
• Ambitious self-starter with high energy, intellectual curiosity, and a track record of exceeding quota
• Excellent consultative communication, negotiation, and closing skills, with the ability to challenge and reframe customer thinking
• Effective time management skills and the discipline to maintain rigorous CRM hygiene (Salesforce) and pipeline forecasting accuracy
• Experience or familiarity with sales enablement tools such as Gong a plus
• Able to work from a home office and travel to customer locations as needed
• Proficient in MS Office products and general database management
• High level of competency with internet, periodical, and internal prospecting tools to identify and qualify new opportunities

• Flexibility & Work-Life Balance:
  Flex My Way is a…