Account Executive

Company Overview

Athennian increases trust in business. Our products help legal, finance, and tax teams be transaction and audit-ready by organizing business entity and corporate structure information. Over a million business entities in almost every country are managed on Athennian to automate workflows for ownership, company secretarial, governance, tax, and compliance.

The Role

We're looking for a highly motivated and results-driven Account Executive to join our rapidly growing legal tech startup. Reporting to our VP of Revenue, you'll be a pivotal player in our expansion into the EMEA region (Europe, the Middle East, and Africa).

We have strong product-market fit, and it’s time to expand our footprint in a market still dominated by in-house systems and spreadsheets. As an A-player with a hunger to win, you'll be responsible for the full sales cycle, from prospecting to closing, focusing on bringing in new logos that match our ideal customer profile.

If you thrive in a fast-paced environment and have a proven track record of building relationships with C-level executives, we want to hear from you. This is a chance to make a significant impact on our growth and play a key role in our international success.

Key Responsibilities

• Own the full sales cycle, from prospecting to closing, focusing on new logo acquisition within our ideal customer profile.

• Generate and manage a robust sales pipeline, actively hunting for new opportunities while leveraging inbound leads from our marketing efforts.

• Employ a consultative sales approach, building strong relationships with C-level executives and clearly communicating Athennian's value proposition.

• Conduct early-stage product demonstrations and accurately scope requirements before involving our Solution Consultants.

• Negotiate and close deals, managing contracts, terms, and legal reviews in collaboration with leadership.

• Monitor market trends and competition to refine our go-to-market strategy and provide valuable feedback to our product teams.

• Collaborate cross-functionally with Product, Success, and Marketing to ensure a cohesive customer experience.

Qualifications:

• Experience: 5+ years of proven experience in consultative sales, selling to C-level executives, and managing the full sales cycle.

• Industry Knowledge: Experience in selling SaaS solutions, preferably in the legal tech space.

• Sales Tools Expertise: Proficient with modern sales technology such as HubSpot, Outreach, Gong, and Sales Navigator.

• Contract Negotiation: Experience in managing software contracts, procurement processes, and crafting proposals and RFPs.

• Negotiation & Communication Skills: Strong business acumen, exceptional negotiation skills, and the ability to communicate effectively with senior stakeholders.

• Quotas & Goals: Proven track record of consistently meeting or exceeding sales targets and KPIs.

• Pipeline Generation: Demonstrated ability to create and manage a sales pipeline, with a focus on lead generation and opportunity qualification.

Success in this Role is Measured by:

• Meeting and exceeding sales quota and other key performance indicators (KPIs).

• Effective collaboration with cross-functional teams to drive overall company growth.

• Strong corporate citizenship and the ability to contribute positively to Athennian’s culture and values.

Location

Athennian is a remote-first company with team members located around the world. While we're a North America-based company with offices in Toronto, Calgary, and Vancouver, this role is a key part of our expansion into the EMEA market.

We have a strong preference for candidates based in the UK to be close to our core customer base. However, we'll also consider candidates located in other countries within the broader EMEA region who can work effectively within that general time zone. Travel will be a required part of this role to meet with customers and attend events.

Our Culture 

Our company thrives in a fast-paced startup environment where every team member plays a critical role in driving success. We value ambitious, results-driven individuals who are not only proactive in identifying opportunities but are also committed to going the extra mile. In our culture, collaboration and initiative fuel our growth as we embrace new challenges, learn constantly, and move quickly to seize opportunities. If you're a go-getter who thrives on impact and thrives in a dynamic setting, you'll fit right in.

Our values are:

Outcome Driven: We focus on setting ambitious goals and achieving measurable results, valuing success by the outcomes we deliver.

Wide Responsibility: Our team is empowered to shape success, taking ownership from problem identification to solution implementation.

Learning Mindset: We embrace curiosity, rejecting the status quo and encouraging continuous learning and agility.

Strategic Speed: We make fast, effective decisions and embrace a bias for action to seize opportunities quickly.

Benefits at Athennian

We offer competitive benefits and perks because we believe that happy people produce great results. We are always adding to this list based on employee feedback:

- Generous vacation, sick, personal and parental leave benefits

- Remote work options and flexible hours

- Comprehensive benefits package and budget to ensure your well-being.

- Stock options

- A culture of transparency