Senior Account Executive

United States·Newarksenior

SalesAccount Executive

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Quick Summary

Key Responsibilities

position Martindale-Avvo’s advertising, websites, and digital marketing products in a way that connects to firm-specific growth goals.

Technical Tools

SalesAccount Executive

Martindale-Avvo is seeking a high-performing Senior Account Executive (SAE) to join our Acquisition Sales organization. This role is designed for experienced sales professionals who excel at consultative, ROI-driven selling in a fast-paced, competitive environment. As an SAE, you’ll be responsible for acquiring new law firm clients, positioning Martindale-Avvo’s suite of digital marketing solutions, and consistently exceeding revenue goals while modeling best-in-class sales execution.

The legal industry is evolving rapidly, and attorneys are looking for trusted partners to help them compete in an increasingly digital-first market. Our Senior Account Executives are at the forefront of this transformation - helping law firms expand visibility, win new clients, and measure ROI through Martindale-Avvo’s marketing and advertising solutions.

Responsibilities

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Drive new business acquisition through high-volume outbound prospecting, consultative discovery, and tailored solution presentations.
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Lead with ROI and consultative value: position Martindale-Avvo’s advertising, websites, and digital marketing products in a way that connects to firm-specific growth goals.
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Own the full sales cycle: from prospecting and qualifying through discovery, proposal, negotiation, and closing.
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Master pipeline management: maintain disciplined activity, pipeline accuracy, and forecasting within Salesforce.
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Leverage data-driven insights: use metrics, reporting, and market trends to target opportunities and improve client outcomes.
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Negotiate with confidence: handle objections, present competitive differentiation, and close deals at or above minimum pricing thresholds.
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Act as a peer leader: model sales excellence, share best practices and mentor new hire Account Executives.
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Adapt and thrive through change: embrace new sales tools, evolving buyer behaviors, and product launches with agility and resilience.

Minimum of 3 years of B2B inside sales experience with 2–3+ years of closing experience with a proven track record of consistently exceeding quota.
Strong consultative selling skills with the ability to uncover business pain points, articulate ROI, and deliver compelling solution presentations.
Demonstrated ability to manage a short-to-medium sales cycle (2–6 weeks) while maintaining high activity levels.
Proven success in new business acquisition — cold calling, objection handling, pipeline creation, and disciplined follow-up.
Technical proficiency:

Fluency in Salesforce (or equivalent CRM) - building reports, maintaining pipeline hygiene, and pulling insights for decision-making.
Strong working knowledge of Outreach or other sales engagement tools.
Comfort with Google Suite and other productivity platforms.

Excellent communication skills: professional verbal presence, confident presentations and on-video demos, and polished written follow-up.
High resilience and growth mindset - competitive, coachable, and committed to continuous improvement.
Background in digital marketing, SaaS, or SMB marketplaces preferred.