Identify, prospect, and close new enterprise customers within an assigned territory or market segment.
Lead complex, consultative sales cycles involving multiple stakeholders, including C-suite and firm leadership.
Develop compelling value propositions using ROI analysis, cost modeling, and industry insights.
Maintain accurate pipeline management, forecasting, and opportunity tracking in Salesforce.
Own a portfolio of accounts post-close, serving as the primary commercial relationship owner.
Drive expansion, upsell, and cross-sell opportunities aligned to client goals and modernization initiatives.
Build and execute account plans focused on long-term value, cloud adoption, and product utilization.
Proactively manage renewals in partnership with Customer Success, ensuring retention and growth targets are met.
Establish trusted advisor relationships with senior client stakeholders.
Collaborate closely with Sales Engineers, Product, Customer Success, and Marketing to deliver tailored solutions.
Advocate for client needs internally, influencing roadmap priorities and service improvements.
Educate clients on best practices, new functionality, and industry trends.
Perform other duties as assigned to support departmental and company objectives.

Bachelor's Degree in related field or equivalent experience.
3–5 years of experience in Account Management, Customer Success, or Strategic Sales within SaaS, Legal Tech, or Professional Services.
Proven success managing enterprise or strategic accounts, with a track record of exceeding retention and growth targets.
Strong understanding of cloud-based software solutions and experience leading clients through on-premises to cloud transitions.
Exceptional relationship-building and executive communication skills, with the ability to influence and advise senior stakeholders.
Analytical and commercially minded, with the ability to translate customer goals into actionable account strategies.
Highly collaborative and comfortable working cross-functionally across Product, Sales Engineering, and Customer Success teams.
Strategic thinker with a proactive, solutions-oriented mindset and strong attention to detail.
Strong proficiency in CRM tools (Salesforce preferred) and experience managing renewals, forecasts, and pipeline in complex sales environments.
Ability to travel up 25–50% as business needs require.
Role requires the following physical capacity: Moderate: 20–50 lbs – frequent lifting, bending, or standing.
Elite does not provide employment sponsorship for this position.

Client Account Executive

Key skills