Senior Account Executive

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Location: Pleasanton, CA (Hybrid: 3 days onsite, 2 days remote)

Senior Account Executive at Martindale-Avvo Leads Inside Sales

Martindale-Avvo Leads is seeking a high‑performing Senior Account Executive (SAE) to join our Acquisition Sales organization. This role is designed for experienced sales professionals who excel at consultative, ROI‑driven selling in a fast‑paced, competitive environment. As an SAE, you’ll be responsible for acquiring new law firm clients, positioning Martindale‑Avvo’s Leads digital marketing solutions, and consistently exceeding revenue goals while modeling best‑in‑class sales execution.

The legal industry is evolving rapidly, and attorneys are looking for trusted partners to help them compete in an increasingly digital‑first market. Our Senior Account Executives are at the forefront of this transformation – helping law firms expand visibility, win new clients, and measure ROI through Martindale‑Avvo Leads’ marketing and advertising solutions.

• Drive new business acquisition through high‑volume outbound prospecting, consultative discovery, and tailored solution presentations.
• Lead with ROI and consultative value: position Martindale‑Avvo Leads’s advertising digital marketing products in a way that connects to firm‑specific growth goals.
• Own the full sales cycle: from prospecting and qualifying through discovery, proposal, negotiation, and closing.
• Master pipeline management: maintain disciplined activity, pipeline accuracy, and forecasting within Salesforce.
• Leverage data‑driven insights: use metrics, reporting, and market trends to target opportunities and improve client outcomes.
• Negotiate with confidence: handle objections, present competitive differentiation, and close deals at or above minimum pricing thresholds.
• Act as a peer leader: model sales excellence, share best practices and mentor new hire Account Executives.
• Adapt and thrive through change: embrace new sales tools, evolving buyer behaviors, and product launches with agility and resilience.
• Accurate (+/- 5%) weekly forecasting
• Proficient in a sales methodology (BANT, MEDDPIC, etc.)

• Preferred 2‑3+ years of B2B inside sales experience, including 2–3+ years of closing experience with a proven track record of consistently exceeding quota.
• Strong consultative selling skills with the ability to uncover business pain points, articulate ROI, and deliver compelling solution presentations.
• Demonstrated ability to manage a short‑to‑medium sales cycle (2–4 weeks) while maintaining high activity levels.
• Proven success in new business acquisition – cold calling, objection handling, pipeline creation, and disciplined follow‑up.
• Technical proficiency:
• Fluency in Salesforce (or equivalent CRM) – building reports, maintaining pipeline hygiene, and pulling insights for decision‑making.
• Strong working knowledge of Outreach or other sales engagement tools.
• Comfort with Google Suite and other productivity platforms.
• Excellent communication skills: professional verbal presence, confident presentations and on‑video demos, and polished written follow‑up.
• High resilience and growth mindset – competitive, coachable, and committed to continuous improvement.
• Background in digital marketing, SaaS, or SMB marketplaces preferred.
• Experience with sales or involvement in the Legal Industry also preferred.
• Uncapped commission with OTE $100k+ for top performers
• Paid vacation, holidays, and sick leave (where applicable)
• Medical, dental, and vision benefits
• 401(k) with company match
• Accessible leadership team and transparent career growth paths
• Recognition programs, performance incentives, and professional development opportunities

About Internet Brands

Internet Brands®, headquartered in El Segundo, California, is a fully integrated online media and software services company focused on four high‑value vertical categories:
Health, Automotive, Legal, and Home/Travel. The company's properties and platforms include the WebMD, Medscape, and Henry Schein ONE networks, which are the global leaders in their markets;
Nolo, Avvo, and Martindale, which form the largest consumer information provider in the legal…