Account Executive (eDiscovery / Enterprise Sales / Legal Technology)

Location: Sydney - Hybrid

Eligibility : Citizens or permanent residents, no sponsorship offered

We're partnering with a global legal technology software company to hire a Sales Executive for their Sydney office. You'll own an enterprise territory selling their platform into law firms, corporate legal departments, litigation support providers and eDiscovery service organisations.

This is a full-cycle, senior individual contributor role with a high degree of autonomy. It suits someone who already knows the legal technology buying cycle, has a live network across litigation support and legal operations, and can hold their own in the same conversation with a review counsel and a General Counsel.

Responsibilities

- Own and grow a defined territory of enterprise accounts across law firms, corporate legal and litigation support providers
- Build and execute an annual territory plan covering net-recent logos and expansion in existing accounts, including Am Law and Global 100 firms
- Run the full sales cycle from qualification through to contract execution and handover
- Apply a structured qualification methodology (MEDDPICC or equivalent) to manage stakeholder consensus and move complex deals through procurement and legal approval
- Build executive-level relationships across each account, from litigation support and review managers through to General Counsel and C-suite
- Maintain a pipeline sufficient in volume and quality to meet and exceed quota, with accurate CRM data and forecast commitments at all times
- Lead commercial and contractual negotiation,



building proposals that protect margin and address legal-specific procurement requirements
- Direct pre-sales engineers, product specialists and executive sponsors at the right points in the cycle to strengthen the business case and handle technical, workflow and commercial objections
- Represent the platform at legal technology events, conferences and association forums (ILTACON, Legaltech, regional bar association events)

Requirements

- Demonstrated success selling eDiscovery, legal technology or litigation support software on extended enterprise sales cycles
- Track record of closing high-value, multi-stakeholder agreements with law firms, corporate legal departments or litigation service providers
- Existing network across litigation support professionals, eDiscovery counsel, General Counsel and legal operations leaders that opens doors from day one
- Deep working knowledge of eDiscovery workflows: data collection, processing, culling, review and production
- Practical experience applying MEDDIC, MEDDPICC, Challenger or an equivalent framework to deals spanning multiple quarters, firm budget cycles or corporate procurement rounds
- Ability to adapt approach and value proposition across litigation support staff, review counsel, legal operations and General Counsel

Nice to Have

- Prior experience selling into Am Law 200 firms, Global 100 firms or large corporate in-house legal teams, including familiarity with preferred vendor programmes and rate card expectations
- Working knowledge of regulatory and compliance-driven discovery obligations such as GDPR, SEC or DSAR workflows
- Active participation in legal technology bodies such as ILTA, ACEDS or regional equivalents

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📌 Account Executive (Sydney)
🏢 APT Search
📍 Sydney