Account Executive, Mid-Market Customer Sales

Account Executive, Mid-Market Customer Sales

Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely.

As a Mid-Market Customer Sales, Account Executive at Clio, you will manage and nurture relationships with a portfolio of high-value customers, typically 20+ employees. You will own a book of business consisting of key Mid-Market accounts, and your primary responsibilities will include driving expansion retention and ensuring that Clio’s solutions continue to meet the evolving needs of your clients.

In this quota-bearing sales role, you will work cross-functionally with marketing, sales, product, customer success, and partnerships teams to ensure the growth and satisfaction of our Mid-Market Accounts. You will focus on creating long-term value and building strong relationships with key decision-makers to identify upselling, cross-selling, and expansion opportunities.

• Maximize Revenue from Existing Accounts:
  Focus on driving growth with our largest customers. Negotiate complex contract amendments and expansion agreements, maximizing revenue while minimizing churn and reduction.

• Strategic Relationship Building:
  Develop and maintain relationships with key decision-makers and stakeholders across multiple levels within your accounts. Engage with clients regularly to ensure ongoing value, uncover expansion opportunities, and mitigate churn risks.

• Pipeline Management:
  Maintain a healthy pipeline of opportunities within your accounts, tracking and forecasting accurately in Salesforce and other tools.

• Data-Driven Decision Making:
  Use data and insights from both Salesforce and internal systems to inform your sales strategies, negotiate effectively, and communicate value to clients.

• Collaboration with Customer Success:
  Work closely with Customer Success Managers to ensure smooth transitions, manage ongoing relationships, and provide a seamless experience for clients.

• Solution Selling:
  Conduct virtual or in-person meetings with clients to deliver product demos, discuss potential product upsells, and develop tailored solutions to meet customer needs.

• Become a Product Expert:
  Learn and stay updated on the Clio product suite to provide expert advice to clients on best practices and drive usage.

• Cross-selling and Upselling Clio products into our existing customer base.

• Converting qualified opportunities using telephone, email, and product demonstrations.

• Using  to prioritize, organize, and set appointments for qualified leads and opportunities through View, Tasks, and Calendar.

• Paying close attention to key metrics, including the number of qualified leads and conversion rate at various stages of the funnel through paid accounts.

• Working with Support, Account Managers, SDRs/BDRs, Customer Success Managers, Partner Account Managers, and Sales Engineers to provide solutions to our customers.

• Forecasting, negotiation, and deal closures.

• Developing business cases for customers.

• Attending industry events and visiting customers on-site.

• Hunting and prospecting into existing customer accounts.

• Minimum 4 years of sales experience, including closing deals.

• 3 years of experience working in SaaS or other technology companies.

• Experience working complex deal cycles with high-leverage customers.

• Knowledge and passion for technology and cloud-based products.

• Previous experience running demos.

• A competitive mindset.

• Cold calling skills.

• A coachable and collaborative nature.

• Advocate for Clients:
  Pass client feedback and feature requests to our product teams and facilitate meetings with project managers to discuss potential product enhancements.

• Account Planning:
  Develop and execute strategic account plans to ensure client satisfaction, retention, and growth.

Compensation is one of the main components of Clio’s Total Rewards Program. We have developed a series of programs and processes to ensure we are creating fair and competitive pay practices that form the foundation of our human and high-performing culture.

Some highlights of our Total Rewards program include:

• Competitive, equitable salary with top-tier health benefits, dental, and vision insurance.

• Hybrid work environment, with expectation for local Clions (Vancouver, Calgary, Toronto, Dublin, and Sydney) to be in office minimum twice per week.

• Flexible time off policy, with an encouraged 20 days off per year.

• RRSP matching and RESP contribution.

• Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years.

The expected salary range for this role is $65,600 to $82,000 to $98,400 CAD. The expected new hire commission range for this role is $65,600 to $82,000 to $98,400 CAD. The opportunity to earn commissions beyond the stated amounts is possible as commission earnings are uncapped.

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