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 (New South Wales)
🏢 APT Search
📍 New South Wales