Senior Account Executive - North America

Job description

Laurel is on a mission to return time. As the leading AI Time platform for professional services firms, we’re transforming how organizations capture, analyze, and optimize their most valuable resource: time. Our proprietary machine learning technology automates work time capture and connects time data to business outcomes, enabling firms to increase profitability, improve client delivery, and make data-driven strategic decisions. We serve many of the world's largest accounting and law firms, including EY, Aprio, Crowell & Moring, and Frost Brown Todd, and process over 1 billion work activities annually that have never been collected and aggregated before Laurel’s AI Time platform. Our team comprises top talent in AI, product development, and engineering—innovative, humble, and forward-thinking professionals committed to redefining productivity in the knowledge economy. We're building solutions that empower workers to deliver twice the value in half the time, giving people more time to be creative and impactful. If you're passionate about transforming how people work and building a lasting company that explores the essence of time itself, we'd love to meet you. Laurel is seeking a world-class Senior Account Executive to drive growth and forge lasting relationships with prospective customers. As a vital member of our team, you'll collaborate closely with Marketing, Account Management, Product Data, and Engineering to anticipate and exceed customer expectations. We are passionate about delighting our customers, and we're seeking someone who shares that passion. If you are experienced enough to hit the ground running, yet willing to roll up your sleeves and tackle various tasks in a lean start up environment this is the place for you. WHAT YOU WILL DO: Sales Process: - Identify and engage senior stakeholders within leading legal and professional services markets - Manage the entire sales process - from opportunity creation to contract negotiation, closing, and handoff to the Account Management team - Consistently achieve and exceed sales quotas for your assigned territory and/or accounts - Maintain robust pipeline development activity to exceed $1M in annual sales - Overcome technical business objectives from prospective customers as needed - Conduct online or on-site product demonstrations for qualified prospects - Respond to RFPs for qualified business opportunities where Laurel is a strong fit - Collaborate with the Engineering team to ensure successful deal implementation and work with Account Management for firmwide activation - Demonstrate Laurel's ROI and business impact to C-level stakeholders Product and Market Knowledge: - Maintain a deep understanding of Laurel's product and roadmap - Articulate Laurel's impact at both the organizational and industry levels - Continuously gather and analyze industry and competitive data to maintain a strong market position - Provide feedback to colleagues on customer needs, industry trends, market perceptions, and competitive intelligence Sales Administration: - Maintain rigorous Salesforce pipeline hygiene - Accurately forecast monthly, quarterly, and annual opportunities - Prepare presentations, formal proposals and price quotes, ensuring all necessary paperwork is completed to process orders - Plan, promote, and conduct key business development events within your territory You will be a great fit if you have: - Proven track record of successfully closing $200k+ deals within a 6-12 month sales cycle - At least 5 years experience in top-down, enterprise-wide software sales - Experience in an early-stage startup (Series B or earlier), demonstrating the ability to succeed with limited resources, undefined processes, and without repeatability - Success in operationalizing a founder-led Sales Playbook - Consistent history in meeting or exceeding quotas - Expertise in building relationships and presenting to C-suite level customers - Ability to lead a complex, multi-threaded sale with stakeholders ranging from executives across various functions to day-to-day product users - especially the ability to convey technical concepts to non-technical audiences - Highly autonomous, passions and creative with excellent verbal and written communication skills and meticulous attention to detail - Mastery of Salesforce and common software tools (e.g. G Suite, Zoom, Teams, Canva, ChatGPT, etc.) - Demonstrated ability to use AI tools in day-to-day workflows (e.g. drafting, research, call prep, CRM hygiene) - Curiosity and self-directed learning orientation toward emerging AI capabilities Nice to haves: - Previous experience selling to legal, accounting, or consulting firms Flexibility and Logistics: - This job will be based in our NY offices; we require three days in-office per week (Tues - Thurs) - This job may require travel up to 25% of the time during certain seasons - Unfortunately, we are not sponsoring visas at this time WHY JOIN LAUREL: - To date, we've secured significant funding from renowned venture capitalists (Google Ventures, IVP, Anthos, Upfront Ventures), as well as notable individuals like Marc Benioff, Gokul Rajaram, Kevin Weil, and Alexis Ohanian - A smart, fun, collaborative, and inclusive team - Great employee benefits, including equity and 401K - Bi-annual, in-person company off-sites, in unique locations, to grow and share time with the team - An opportunity to perform at your best while growing, making a meaningful impact on the company's trajectory, and embodying our core values: understanding your "why," dancing in the rain, being your whole self, and sanctifying time We encourage diverse perspectives and rigorous thinkers who aren't afraid to challenge the status quo. Laurel is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. We are not able to support visa sponsorship or relocation assistance. If you think you'd be a good fit for this role, we encourage you to apply, even if you don’t perfectly match all the bullet points in the job description. At Laurel, we strive to create an inclusive culture that encourages people from all walks of life to bring their unique, diverse perspectives to work. Every day, we aim to build an environment that empowers us all to do the best work of our careers, and we can't wait to show you what we have to offer!