Account Executive

About the Company

Discernis creates AI-powered document intelligence tools for sensitive, high-stakes legal work. Since its customers deal with privileged and regulated material that many cloud AI systems cannot handle, the product is designed to operate on-premises, inside customer-managed environments, and in the cloud. Security, dependability, and reproducibility are treated as essential product capabilities. The company serves AmLaw firms and enterprise legal teams that require accuracy, explainability, and strict control over their data.

Role Overview

This position is responsible for managing enterprise sales opportunities from start to finish. You will sell a technical, high-value solution to large law firms and corporate legal departments, where deals can involve six- and seven-figure spending, several stakeholders, extended sales cycles, and careful scrutiny from security and procurement teams. The role includes close collaboration with the founder and focuses on winning the right customers for a product that plays an important role in the buyer’s workflow. It is suited to someone who wants to handle meaningful enterprise deals and be rewarded for landing major accounts.

Key Responsibilities

• Manage the complete sales journey for enterprise legal accounts, beginning with qualification and ending at contract close.
• Navigate intricate deals involving multiple stakeholders such as practice leaders, IT teams, security teams, and procurement.
• Build and maintain a strong sales pipeline focused on AmLaw firms and enterprise legal organizations.
• Conduct discovery conversations that link the product’s capabilities to real-world work in litigation, investigations, and legal discovery.
• Work through security assessments, on-premise deployment discussions, and legal/procurement procedures with support from the technical team.
• Collaborate with sales engineering to deliver persuasive demos and proof-of-value sessions.
• Produce reliable forecasts and maintain accurate CRM hygiene.
• Share field insights with product and leadership to help shape decisions.

Candidate Profile

The ideal candidate has a history of closing complex, high-value B2B opportunities, preferably in enterprise SaaS or other technical products. Experience with long sales cycles, multi-stakeholder buying committees, and contracts worth six figures or more is important. You should be able to present a technical solution credibly to demanding and knowledgeable buyers, while also handling security, procurement, and legal review steps with confidence. Strong discovery skills, disciplined qualification, orderly pipeline management, and excellent written and spoken communication are all important.

Preferred Background

Extra value will be given to applicants who have sold into law firms, legal departments, or other regulated enterprise environments. Experience with eDiscovery, legal technology, infrastructure products, or security products is also considered a plus.

Why This Opportunity Stands Out

This role offers unlimited earning potential, along with a compensation structure designed to reward those who win marquee accounts. You will also receive meaningful early equity in a company that is still at the beginning of its growth. Day-to-day, you will work directly with the founder and the VP of Sales on the deals that matter most to the business. The product addresses a genuine buyer need, and its on-premise capability gives it an edge in a market where many competitors cannot participate.

Location

This position is based in the United States and has flexibility around location, though preference is given to major markets such as Los Angeles, San Francisco, Chicago, Dallas, Houston, New York City, and Washington, DC.