About the role
We’re looking for a highly motivated and results-driven Account Executive to join our rapidly growing legal tech company. Reporting to the SVP of Revenue, you’ll be a key player in growing our presence across North America. We have strong product-market fit, and it’s time to aggressively expand our footprint in a market still largely dominated by in-house systems and spreadsheets.
As a proven closer with a hunter mentality, you’ll own the full sales cycle — from prospecting to close — focusing on new logo acquisition within our ideal customer profile. You will work with legal operations leaders, general counsel, corporate secretaries, and finance teams at mid-market and enterprise companies. If you thrive in a fast-paced environment, have a track record of building relationships with senior decision-makers, and are energized by the challenge of displacing legacy systems, we want to hear from you.
What you'll do
Own the full sales cycle from prospecting through close, with a primary focus on net new logo acquisition within the ideal customer profile.
Generate and manage a robust sales pipeline, actively hunting for new opportunities while intelligently leveraging inbound leads from marketing.
Employ a consultative sales approach — building strong relationships with General Counsel, VP Legal, CFOs, and other C-suite decision-makers, and clearly articulating Athennian’s value proposition.
Conduct early-stage product demonstrations and accurately scope requirements before involving Solution Consultants or Sales Engineers.
Negotiate and close deals, managing contracts, terms, and legal review in collaboration with revenue leadership.
Maintain accurate and up-to-date pipeline data in HubSpot; use data to forecast accurately and prioritize high-value opportunities.
Monitor market trends and competitive dynamics to provide actionable intelligence to Product and Marketing teams.
Collaborate cross-functionally with Sales Engineering, Customer Success, and Marketing to deliver a cohesive buyer experience.
Qualifications
3–7 years of full-cycle B2B SaaS sales experience, with a demonstrated track record of meeting or exceeding quota.
Proven ability to close complex deals with multiple stakeholders, including C-level executives in legal, finance, or compliance functions.
Experience selling into legal tech, compliance software, governance tools, or adjacent enterprise SaaS — a meaningful advantage.
Proficiency with modern sales technology: HubSpot (CRM), Outreach or Salesloft (sequencing), Gong (call intelligence), and LinkedIn Sales Navigator.
Strong business acumen and exceptional written and verbal communication skills.
Experience managing software procurement processes, RFPs, and complex contract negotiations.
Demonstrated ability to build and manage a quality pipeline with a focus on qualification and opportunity velocity.
A genuine curiosity about AI-assisted workflows and a willingness to leverage tools that increase leverage and productivity.
Must be legally authorized to work full-time in Canada or the United States without sponsorship.
Success is Measured By
Meeting and exceeding quarterly and annual subscription booking quotas.
Pipeline generation: volume, quality, and velocity of opportunities created.
Average contract value (ACV) and multi-year deal rate.
CRM hygiene: accurate forecasting, up-to-date pipeline, and deal stage discipline.
Collaboration effectiveness with cross-functional teams (Sales Engineering, CS, Marketing).
Contribution to Athennian’s culture, values, and team performance.
Location
We're a distributed team, which lets us hire incredible talent across North America. This role is fully remote within Canada or the US, with preference given to candidates in Central Time (CT). Wherever you're based, you'll be part of a connected, collaborative, high-performing team that values flexibility and trust. To apply, you'll need to be eligible to live and work in one of those two countries — we can't wait to hear from you.
Our Culture
We thrive in a fast-paced startup environment where every team member plays a critical role in our success. We value ambitious, results-driven people who spot opportunities, take initiative and go the extra mile. Collaboration fuels our growth as we take on new challenges, learn constantly and move quickly. If you're a go-getter who thrives on impact, you'll fit right in. Our values are:
Outcome Driven: We focus on setting ambitious goals and achieving measurable results, valuing success by the outcomes we deliver.
Wide Responsibility: Our team is empowered to shape success, taking ownership from problem identification to solution implementation.
Learning Mindset: We embrace curiosity, rejecting the status quo and encouraging continuous learning and agility.
Strategic Speed: We make fast, effective decisions and embrace a bias for action to seize opportunities quickly.
Benefits at Athennian
We keep things simple and invest in the perks that matter — your wellbeing, growth and flexibility.
Compensation: Competitive salary, equity and performance-based bonus structure.
Work-Life Balance: A minimum of 3 weeks vacation, 5 sick days and 6 personal/flex days, plus a company-wide winter holiday shutdown.
Comprehensive Coverage: Health, dental, vision, long-term disability and a Health Spending Account (HSA).
Family Support: Flexible parental leave, including top-ups.
Remote Setup: A work-from-home allowance to get you set up for success.