Account Executive (Mid-Market)

You’ll win new mid-market law firms for Nexl across the US, typically firms with 75 to 500 people, running deals end to end from first discovery call to signed contract. Our platform helps firms see the relationships across their business and turn them into new work, and you’ll be the one showing them how.

Law firms buy differently. In mid-market firms, you’ll usually start with a marketing or BD leader running a small team, who sees the problem clearly but needs partners and firm leadership to say yes. Many of these firms are working from spreadsheets or a legacy CRM, so you’re often selling a new way of working, not just a new tool. The deals that close are the ones where you understand the firm’s growth goals and build a business case partners believe in.

Deals run on roughly a 6-month cycle, so you’ll juggle a healthy number of active opportunities at once. Most of your meetings come from our outbound BDR team, and you’ll source your own too. You’ll work from our Utah hub a few days a week, alongside other sales team members. Mid-market firms are where Nexl wins most and where our customers stay longest, so you’ll be selling where we’re strongest. If you like consultative deals with real momentum and want to own your part of the US market, this role is for you.

Responsibilities

Must haves:

• 3+ years as a quota-carrying Account Executive in B2B SaaS, with a track record of hitting target.
• You’ve closed mid-market deals, ideally around mid-high five figures to low six figures in annual contract value, and managed a full pipeline of them at once.
• Experience closing deals with several decision makers and multi-month sales cycles.
• Strong discovery skills. You understand the problem before you show the product.
• Comfortable presenting to senior leaders and holding your own with skeptical, detail-focused buyers.
• You write business cases and follow-ups clear enough for your champion to forward internally as they are.
• You use AI tools every day to research, write, and manage your pipeline.
• You create pipeline yourself rather than relying only on what’s booked for you.

Nice to haves:

• Experience selling into law firms, accounting firms, or other professional services businesses.
• Experience selling CRM, data, or revenue intelligence software, especially replacing spreadsheets or a legacy system.
• Familiarity with MEDDICC or a similar qualification framework.
• Experience with HubSpot, Clay, Apollo, or LinkedIn Sales Navigator.

What Success Looks Like

• First 90 days: You know our product and the US legal market, you’re running your own demos, and you’ve built your first pipeline.
• You’re fully ramped, closing deals, and keeping pipeline coverage at 4.5x your quarterly target.