Senior Account Executive - North America

About Laurel

Laurel is committed to revolutionizing how professional services organizations manage their most valuable resource—time. Leveraging advanced AI and machine learning, our platform streamlines work time capture and correlates it with critical business outcomes, helping firms boost profitability, enhance client service, and make strategic, data-based decisions. We serve top-tier clients such as EY, Aprio, Crowell & Moring, and Frost Brown Todd, processing over one billion previously uncollected work activities each year.

Our team consists of outstanding experts in artificial intelligence, product development, and engineering who prioritize innovative yet pragmatic solutions to reshape productivity in knowledge-driven industries. Our mission is to empower professionals to deliver double the value in half the time, allowing more space for creativity and impact.

Role Overview

We are looking to hire a highly skilled Senior Account Executive to spearhead growth initiatives and cultivate strong partnerships with potential clients. The role requires close collaboration across Marketing, Account Management, Product Data, and Engineering to exceed customer expectations and deliver outstanding service.

This position demands a proactive, hands-on individual comfortable working in a fast-paced startup environment, prepared to take on diverse tasks beyond traditional sales duties.

Key Responsibilities

• Identify and build relationships with senior decision-makers in top legal and professional services firms.
• Manage the full sales cycle, from creating opportunities through contract negotiations, closing, and seamless transition to Account Management.
• Consistently meet and surpass sales targets within assigned territories/accounts.
• Maintain an active sales pipeline to exceed $1 million in annual revenue.
• Address complex technical and business challenges for prospective clients.
• Deliver product demonstrations, both virtually and onsite, to qualified prospects.
• Respond effectively to RFPs where Laurel's solutions align well with client requirements.
• Collaborate with Engineering to facilitate smooth implementation and support firm-wide rollout with Account Management teams.
• Clearly communicate Laurel’s return on investment and business benefits to executive stakeholders.

Product and Market Insights

• Develop and maintain in-depth knowledge of Laurel’s offerings and development plans.
• Convey Laurel’s organizational and industry-level impact persuasively.
• Analyze industry trends and competitive landscape regularly to sustain strong market positioning.
• Provide continuous feedback regarding customer needs and market intelligence to internal teams.

Sales Operations

• Ensure consistent and accurate pipeline data management within Salesforce.
• Prepare reliable sales forecasts on a monthly, quarterly, and annual basis.
• Create compelling presentations, proposals, and pricing quotes while completing all necessary sales paperwork.
• Plan and execute business development events within assigned territories.

Candidate Profile

• Demonstrated success in closing deals exceeding $200,000 within sales cycles of 6 to 12 months.
• Minimum five years of experience in enterprise-level, top-down software sales.
• Proven ability to thrive in an early-stage startup environment with limited resources and evolving processes.
• Experience in implementing founder-driven sales methodologies effectively.
• Consistent track record of meeting or exceeding sales quotas.
• Strong relationship-building and presentation skills, especially with C-suite executives.
• Experience managing complex multi-stakeholder sales across varied organizational functions and translating technical information to non-technical audiences.
• Highly autonomous, detail-oriented communicator with creativity and excellent verbal and written skills.
• Proficiency with Salesforce and standard productivity tools such as G Suite, Zoom, Teams, Canva, and AI assistants like ChatGPT.
• Demonstrated use of AI technologies to improve daily workflows including drafting, research, call preparation, and CRM maintenance.
• Self-motivated learner with curiosity about emerging artificial intelligence capabilities.

Preferred Qualifications

• Prior experience selling to legal, accounting, or consulting firms is advantageous.

Workplace Details

• Located at our New York City office.
• Required onsite presence Tuesday through Thursday each week.
• Up to 25% travel may be necessary during certain periods.
• We do not provide visa sponsorship.

Compensation and Benefits

• Competitive salary ranging between $130,000 and $160,000 annually.
• Equity participation and 401(k) retirement plans.
• Opportunity to work with a forward-thinking, diverse, and collaborative team.
• Bi-annual in-person company retreats at unique venues to foster team bonding.

Diversity and Inclusion

We value diverse viewpoints and encourage rigorous problem-solving. Laurel is an equal opportunity employer. All qualified candidates will receive consideration regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status. We cannot offer relocation or visa sponsorship assistance at this time.

If you find this role compelling, we invite you to apply even if you do not meet every single requirement. We embrace inclusive culture and diverse voices to empower people to do their best work while growing together and embodying values that respect the essence of time and individuality.