Account Executive - Mid-Market

Job description

ABOUT SANDSTONE Sandstone is on a mission to elevate in-house legal from a support function into a true strategic partner. From day one, we’ve been clear about what we are—and are not. We are not replacing in-house legal teams. We are building a platform that amplifies them. Our platform enables modern legal teams to move at the speed of AI, deliver better outcomes, and create measurable business value. We unify legal data, power end-to-end workflows, and organize business context within the tools teams already use. Sandstone is the home for AI-native legal departments. Today, Sandstone is trusted by Fortune 500 companies and fast-growing innovators alike. We ship quickly, iterate relentlessly, and scale with intention. When you join Sandstone, you become part of a team that believes deeply in the compounding power of collaboration, rigorous problem-solving, and obsessive attention to detail. Our engineering team is elite, our lawyers ship code every day, and we are dedicated to building the most delightful product an in-house lawyer opens in the morning—and closes at the end of the day. THE ROLE We’re looking for someone who knows how to run a full-cycle sales motion and consistently close high-quality deals. This role sits at the center of our growth: owning pipeline, running tight deal cycles, and building trusted relationships with GCs and in-house legal teams. You’ll partner closely with founders and GTM leadership to refine how we sell, navigate complex organizations, and win strategic accounts. You’ll spot momentum early, drive urgency, and make sure deals actually cross the line. WHAT YOU’LL DO - Own the full sales cycle from first meeting through close, focusing on mid-market companies and in-house legal teams - Build and manage a strong pipeline, balancing outbound, inbound, and founder-led opportunities - Run thoughtful, consultative sales processes with GCs, legal ops, and business stakeholders - Drive deal velocity by creating urgency, navigating stakeholders, and proactively removing blockers - Partner with product and customer teams to ensure smooth handoffs and long-term customer success - Refine and iterate on our sales motion—what works, what doesn’t, and how we improve WHAT YOU’LL BRING - 4+ years of closing experience in B2B SaaS, ideally selling into corporate buyers - Experience selling to legal teams (GCs, in-house counsel, legal ops) or adjacent enterprise stakeholders - Strong track record of consistently hitting or exceeding quota in a mid-market or enterprise segment - Comfort operating in ambiguous, fast-moving environments—you can build the playbook while running it - Highly consultative seller who understands how to map product value to real business problems - Sharp instincts around deal strategy, stakeholder management, and closing - Genuine curiosity and excitement about AI and how it’s transforming legal and enterprise workflows If you’ve sold into legal before, you’ll immediately understand the opportunity here. If you haven’t—but you know how to navigate complex buyers and close thoughtful deals—we want to talk. WORKING AT SANDSTONE: BENEFITS & PERKS - Comprehensive health, dental, and vision insurance; 401K - 12 weeks paid parental leave - Flexible time off (20+ days PTO) - Annual learning & development stipend - Technology stipend, including unlimited spend on AI tooling - Daily lunch for in-office team members At Sandstone, we value high ownership, flexibility, and curiosity. You'll have an outsized impact, work closely with ambitious colleagues, and help transform how legal teams work for the modern age.