Account Executive (Enterprise Legal Management) at Litify

Job description

About Us At Litify, we're powering a new era for the legal industry. Since its founding in 2016, Litify has helped law firms and corporate legal departments turn operations into impact through its leading AI-native Platform of Action. Over 55K legal professionals and 450+ enterprise clients across plaintiff, insurance defense, immigration, and the Fortune 500 trust Litify to combine cloud-based technology, configurable AI-native workflows, agentic AI, and powerful business analytics into one open ecosystem that moves legal teams from systems of record to systems of action. Backed by Bessemer Venture Partners and recognized as an Inc. 5000 and Deloitte Technology Fast 500 fastest-growing private company, Litify is at the center of legal innovation. Headquartered in New York, we're building the last legal platform our customers will ever need. About the Role Litify is hiring a proven enterprise SaaS closer to lead new-logo growth for our Enterprise Legal Management (ELM) platform inside Fortune 500 and large-enterprise corporate legal departments. This is a platform sale, not a point solution: you'll help General Counsel and Legal Operations leaders displace legacy and fragmented legal tech stacks with a single, Salesforce-native operating platform for matter management, spend and eBilling, legal intake, and outside counsel management. You'll run complex, multi-stakeholder deals with six- to seven-figure ACVs and 6–18 month cycles, orchestrating Litify's Solution Engineering, Professional Services, and Customer Success teams from first meeting through signature and handoff. This is a remote role reporting to the VP of Enterprise Sales, with travel required to support deal cycles and close business in person. In this role, you will: Own the full sales cycle for enterprise legal departments: discovery → proof of value → security and legal review → procurement and paper → close (deal sizes typically $100K–$1M+ ARR). Build and execute account strategies into Fortune 500 / large-enterprise targets, prospecting alongside BDRs and marketing. Multi-thread across the buying committee: General Counsel / CLO and Head of Legal Operations, plus IT, Security, Procurement, and Finance. Position Litify as a platform that replaces legacy and fragmented tools, and build the business case around legal-ops outcomes: spend control, accrual accuracy, cycle time, intake SLAs, visibility, and Legal as a business partner rather than a cost center. Leverage the Salesforce ecosystem, including AppExchange and co-selling with Salesforce account teams, to source, accelerate, and close deals. Orchestrate Solution Engineers, Professional Services, and Customer Success throughout the cycle, owning a clean handoff rather than throwing deals over the wall. Sell AI-enabled workflow to risk-sensitive buyers, addressing governance, audit trail, and human-in-the-loop requirements with credibility. Run a disciplined process (MEDDICC or equivalent), keep Salesforce current, and deliver accurate, clean forecasts to sales leadership. Stay current on legal operations, legal technology, and enterprise SaaS trends, and feed prospect and market insight back into Litify's go-to-market and product strategy. What you bring: 5+ years of SaaS sales experience with a proven record of closing true enterprise deals (not mid-market deals labeled enterprise), consistently meeting or exceeding quota. A track record closing complex, multi-stakeholder deals into Fortune 500 / large-enterprise accounts at six- to seven-figure ACVs with 6–18 month sales cycles. Experience selling a platform that displaces legacy or fragmented systems, not a single-feature point solution. Command of the full enterprise motion, including proofs of value, security and legal reviews, and procurement negotiations. A disciplined, methodology-driven approach (MEDDICC or equivalent) with a record of accurate forecasting. A team-selling mindset: you lead the deal and orchestrate SE, PS, and CS resources to win and set customers up for success. Strong business acumen and the ability to build ROI and strategic-value cases for executive buyers, with exceptional communication, negotiation, and presentation skills. Strong plus: Experience selling into corporate legal / Legal Ops: ELM, matter management, eBilling / spend management, legal intake, or outside counsel management. CLM background (e.g., Ironclad, Icertis, DocuSign CLM, Conga), meaning the same buyers and the same paper process. Experience in the Salesforce ecosystem: selling a Salesforce-native or AppExchange product and/or co-selling with Salesforce AEs. Fluency in legal-ops outcomes: spend control, accrual accuracy, cycle time, intake SLAs, visibility, and positioning Legal as a business partner. Experience selling AI-enabled workflow to risk-sensitive buyers (governance, audit trail, human-in-the-loop), well beyond "we added AI features." Disclosure: The estimated base salary range for this role is $125,000–$150,000. You will also be offered a commission and benefits. Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide. Individual pay rate decisions are based on a number of factors, including qualifications for the role, experience level, skill set, and balancing internal equity relative to peers at the company.

Requirements

Must-haves

Own the full sales cycle for enterprise legal departments: discovery → proof of value → security and legal review → procurement and paper → close (deal sizes typically $100K–$1M+ ARR).
Build and execute account strategies into Fortune 500 / large-enterprise targets, prospecting alongside BDRs and marketing.
Multi-thread across the buying committee: General Counsel / CLO and Head of Legal Operations, plus IT, Security, Procurement, and Finance.
Leverage the Salesforce ecosystem, including AppExchange and co-selling with Salesforce account teams, to source, accelerate, and close deals.
Orchestrate Solution Engineers, Professional Services, and Customer Success throughout the cycle, owning a clean handoff rather than throwing deals over the wall.
Sell AI-enabled workflow to risk-sensitive buyers, addressing governance, audit trail, and human-in-the-loop requirements with credibility.
Run a disciplined process (MEDDICC or equivalent), keep Salesforce current, and deliver accurate, clean forecasts to sales leadership.
Stay current on legal operations, legal technology, and enterprise SaaS trends, and feed prospect and market insight back into Litify's go-to-market and product strategy.
5+ years of SaaS sales experience with a proven record of closing true enterprise deals (not mid-market deals labeled enterprise), consistently meeting or exceeding quota.
A track record closing complex, multi-stakeholder deals into Fortune 500 / large-enterprise accounts at six- to seven-figure ACVs with 6–18 month sales cycles.
Experience selling a platform that displaces legacy or fragmented systems, not a single-feature point solution.
Command of the full enterprise motion, including proofs of value, security and legal reviews, and procurement negotiations.
A disciplined, methodology-driven approach (MEDDICC or equivalent) with a record of accurate forecasting.
A team-selling mindset: you lead the deal and orchestrate SE, PS, and CS resources to win and set customers up for success.
Strong business acumen and the ability to build ROI and strategic-value cases for executive buyers, with exceptional communication, negotiation, and presentation skills.
Experience selling into corporate legal / Legal Ops: ELM, matter management, eBilling / spend management, legal intake, or outside counsel management.
CLM background (e.g., Ironclad, Icertis, DocuSign CLM, Conga), meaning the same buyers and the same paper process.
Experience in the Salesforce ecosystem: selling a Salesforce-native or AppExchange product and/or co-selling with Salesforce AEs.
Fluency in legal-ops outcomes: spend control, accrual accuracy, cycle time, intake SLAs, visibility, and positioning Legal as a business partner.
Experience selling AI-enabled workflow to risk-sensitive buyers (governance, audit trail, human-in-the-loop), well beyond "we added AI features."
Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.
Individual pay rate decisions are based on a number of factors, including qualifications for the role, experience level, skill set, and balancing internal equity relative to peers at the company.

Nice-to-haves

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aigo

Platform: greenhouse
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