Senior Sales Executive, Transactional Practices

Job Description We're seeking a Senior Sales Executive to drive new growth for our AI-enabled legal technology portfolio. This role is designed to strengthen relationships with transactional attorneys in large law firms and unlock powerful adoption across deal teams, practice groups, and firm-wide initiatives. You'll own end-to-end enterprise deal cycles with Global Large Law Firm (GLLF) clients, focusing on transactional practices (debt financing, M&A, and capital markets) while partnering closely with internal cross-functional teams to expand adoption through direct sales and practice group extension motions.

You'll be expected to operate with high agency, build from the ground up, and help define the playbook for this team. Key Responsibilities Own full-cycle enterprise sales with high-quality execution: prospecting and discovery, value mapping and business case development, multi-threading with key stakeholders, and negotiation through close. Maintain disciplined pipeline through targeted outbound, practice group mapping, and account-based campaigns.

Ensure strong CRM hygiene, accurate forecasting, and consistent qualification (MEDDICC or similar) Build and own the transactional segment from the ground up: develop and execute a focused territory strategy, create repeatable motions and messaging for this buyer set, and build durable pipeline across transactional practices Engage senior stakeholders across transactional practices (Practice Group Leaders, Corporate/M&A Partners, deal team leaders, Innovation/Legal Ops Directors, and firm leadership) with compelling storytelling, tailored demos, and ROI-driven narratives.

Run structured opportunity plans with validated needs, aligned success criteria, and mutual close plans Become product fluent across solutions supporting transactional and diligence-heavy workflows (CoCounsel, HighQ, Noetica, and adjacent solutions). Translate product capabilities into attorney outcomes—adoption plans, time savings, risk reduction, and measurable ROI Orchestrate internal resources (SEs, BDRs, marketing, enablement, legal, leadership) to progress multi-stakeholder opportunities and land/expand within accounts.

Communicate field learnings, shape segment positioning, and influence product/enablement priorities to accelerate adoption. Required Qualifications 4+ years of successful B2B software/SaaS sales experience with large law firms (particularly transactional practices), legal technology, or professional services technology solutions Consistent quota attainment: strong track record of meeting/exceeding monthly, quarterly, and annual new business targets Proven ability to build long-term professional relationships with senior law firm stakeholders, earn trust, and maintain genuine curiosity about attorney workflows and firm challenges Ability to create clarity in ambiguous situations, develop creat Demonstrated ability to align internal teams and external buying committees around a shared vision and mutual path to valueive solutions, and execute independently Preferred Qualifications Fluency in modern sales methodologies (MEDDICC, Challenger Sales, Solutions Selling), mutual action plans, and value-based selling Genuine motivation to build something new, take on challenges, and push through ambiguity in a change-resistant industry Coachability : willingness to seek feedback, learn quickly from experts, and try new methods even when they challenge your defaults Workflow orientation : ability to translate product capabilities into attorney outcomes within diligence and transaction-heavy environments.

#LI-AY1     What’s in it For You? Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8