Key skills
AIApolloSaaSLeadershipCommunicationCollaborationNegotiationSales
About this role
FileForms is a modern compliance automation platform trusted by over 100,000 entities and 2,000 professional services firms. The role involves owning the full sales cycle and selling to various professional services firms, focusing on understanding client needs and delivering tailored solutions.
Responsibilities:
- Own the full sales cycle from outbound prospecting and inbound qualification through discovery, demo, proposal, negotiation, and close
- Sell into accounting firms, law firms, family offices, real estate platforms, AI-native startups, and other professional services firms with multi-entity compliance needs
- Build and manage a pipeline through outbound prospecting, partner referrals, conference relationships, and inbound leads
- Conduct deep discovery to understand workflows, pain points, and current vendors (CSC, CT Corp, Cogency, etc.)
- Deliver tailored product demonstrations that map FileForms capabilities to prospect-specific needs — white-label, API, bulk filing, annual reports, entity formations
- Develop and negotiate proposals, pricing agreements, referral arrangements, and white-label/reseller contracts
- Partner with the CEO and engineering leadership on deals requiring custom scoping, integrations, or technical deep-dives
- Maintain accurate pipeline and deal data in HubSpot
- Represent FileForms at industry conferences and build relationships that convert to pipeline
- Collaborate with marketing on outbound sequences, content, and campaign targeting
- Surface product feedback from prospects and customers to inform the roadmap
- Work alongside a Sales Assistant who supports follow-up, inbound triage, and engagement tracking so you can focus on selling
Requirements:
- 4–7 years of B2B SaaS sales experience with a track record of meeting or exceeding quota
- Experience selling to one or more of: accounting firms (CPAs), law firms, family offices, real estate investment platforms, AI startups, or SaaS/fintech companies
- Ability to sell to both non-technical buyers (partners, CFOs, COOs) and technical buyers (founders, CTOs, product leads)
- Proven ability to run a full sales cycle independently
- Strong discovery and consultative selling skills
- Confident product demonstrator who can adapt the narrative in real time
- Familiarity with HubSpot and modern outbound tooling (Apollo, Instantly, LinkedIn Sales Navigator)
- High EQ and relationship-driven communication style
- Comfort with multi-stakeholder deals involving legal, finance, IT, and executive buyers
- Entrepreneurial mindset — you thrive in a fast-moving environment without a large support structure
- Preference for candidates located in Eastern or Central Time Zones (EST or CT) to support team collaboration and meeting coverage
- Experience in legal tech, compliance, regulation-tech, or entity management
- Existing relationships at accounting firms, law firms, family offices, PE/VC-backed platforms, or AI startup communities
- Experience selling white-label or API products
- Familiarity with the AI startup ecosystem and the compliance challenges that come with rapid entity formation
- Understanding of entity compliance concepts: annual reports, registered agents, foreign qualifications, EINs, BOI
- Prior experience at an early-stage startup where you helped create process, not just follow it