Job Overview
This senior sales role is responsible for selling the Reveal Software Platform, eDiscovery, and AI Investigation solution to our prospects.
In this selling role, you will generate new business by qualifying prospects, understanding their use case, and articulating the value of our platform.
You will manage all aspects of the sales cycle, from qualification to close, within the assigned markets. The successful candidate will have previous software experience and a proven track record of consistently exceeding new business quotas.
Responsibilities & Duties
- Manage the entire sales cycle to win new business in designated accounts.
- Understand the prospect’s needs and goals; effectively map their expectations and use case to the appropriate Reveal solution set.
- Deliver the standard Reveal demos and help tailor our product messaging to the audience.
- Develop a comprehensive sales strategy for each prospect.
- Build and maintain a prospecting database with clear actions and revenue expectations in Salesforce CRM; consistently demonstrate a high level of deal progression activities.
- Self-generate opportunities within your defined account base.
- Stay current on eDiscovery market trends and competitor strategies.
- Collaborate with sales engineers, customer success, finance, marketing, and client services teams.
- Partner with our growing network of legal service providers and advisory partners to co-sell software in the enterprise market space.
- Exceed quarterly and yearly sales targets,
- Routinely close high six and seven figure contracts.
- Establish yourself as a thought leader, capable of connecting with and selling to C-suite.
Characteristics
- Consistently ranked as a top performer in previous sales roles.
- Exceptional verbal communication, networking, and relationship-building skills.
- Ability to converse with prospects at all levels, including executives, lit support, legal operations, and customer IT personnel.
- Detail oriented with the capacity to manage multiple, simultaneous sales cycles.
- Ability to work independently in a fast-paced, changing environment.
- Excellent written and oral communication skills, including presentations.
- Demonstrated ability to identify and solve deal-related problems quickly across the team.
- Professional mannerisms and appearance.
- Ability to travel, as necessary.
Education & Experience
- eDiscovery software / technology, forensics, or other legal industry experience required.
- Two or more years’ of experience selling SaaS or cloud / hybrid software products.
- Ten or more years’ of quota-carrying experience in a new business development role for an enterprise software company.
- Bachelor’s degree required; JD or MBA preferred.
- Experience with complex solution selling, large transactions, and B2B sales cycles.
- Challenger sales experience preferred.
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