Job Description
Account Executive (eDiscovery / Enterprise Sales / Legal Technology) n
Location:
Sydney - Hybrid
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Eligibility
: Citizens or permanent residents, no sponsorship offered
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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.
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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 n
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Own and grow a defined territory of enterprise accounts across law firms, corporate legal and litigation support providers
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Build and execute an annual territory plan covering net-recent logos and expansion in existing accounts, including Am Law and Global 100 firms
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Run the full sales cycle from qualification through to contract execution and handover
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Apply a structured qualification methodology (MEDDPICC or equivalent) to manage stakeholder consensus and move complex deals through procurement and legal approval
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Build executive-level relationships across each account, from litigation support and review managers through to General Counsel and C-suite
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Maintain a pipeline sufficient in volume and quality to meet and exceed quota, with accurate CRM data and forecast commitments at all times
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Lead commercial and contractual negotiation,



building proposals that protect margin and address legal-specific procurement requirements
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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
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Represent the platform at legal technology events, conferences and association forums (ILTACON, Legaltech, regional bar association events)
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Requirements n
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Demonstrated success selling eDiscovery, legal technology or litigation support software on extended enterprise sales cycles
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Track record of closing high-value, multi-stakeholder agreements with law firms, corporate legal departments or litigation service providers
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Existing network across litigation support professionals, eDiscovery counsel, General Counsel and legal operations leaders that opens doors from day one
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Deep working knowledge of eDiscovery workflows: data collection, processing, culling, review and production
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Practical experience applying MEDDIC, MEDDPICC, Challenger or an equivalent framework to deals spanning multiple quarters, firm budget cycles or corporate procurement rounds
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Ability to adapt approach and value proposition across litigation support staff, review counsel, legal operations and General Counsel
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Nice to Have n
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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
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Working knowledge of regulatory and compliance-driven discovery obligations such as GDPR, SEC or DSAR workflows
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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