Senior Account Executive

Martindale-Avvo 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 suite of 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's marketing and advertising solutions.

What You'll Do

* Drive new business acquisition through high-volume outbound prospecting, consultative discovery, and tailored solution presentations.

* Lead with ROI and consultative value: position Martindale-Avvo's advertising, websites, and 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.

What You Bring

* Preferred 5+ 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 (2-6 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.

Compensation & Benefits

* Base salary: $70K

* Uncapped commission with OTE $130-160K for top performers

* 3 weeks paid vacation, sick days, paid holidays, and sick leave (where applicable)

* Medical, dental, vision, and life insurance benefits

* 401(k) plan with a company match

* Accessible leadership team and transparent career growth paths

* Recognition programs, performance incentives, and professional development opportunities

* Dog-friendly office (Seattle), company-paid ORCA card, and free in-office snacks