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Position Overview
We are seeking a technically fluent and strategically driven Technical Account Executive to generate new revenue for Protégé for Word, Protégé for Drafting, Document Management System (DMS) integrations, and LexisNexis API solutions within large law firms, including firms with more than 50 attorneys and the AmLaw segment.
This is a quota-carrying enterprise sales specialist role focused exclusively on new product sales and expansion opportunities within an existing portfolio of customers. The Technical Account Executive co-sells with LexisNexis Client Managers, who maintain responsibility for the broader firm relationship and renewals.
The Technical Account Executive serves as the subject matter expert for this technical solution set, leading complex sales cycles that require executive engagement, technical discovery, use-case development, and coordination across customer and internal stakeholders.
Key Responsibilities
Net-New Revenue Generation
Own and drive new product and expansion opportunities for Protégé for Word, Protégé for Drafting, DMS integrations, and LexisNexis API solutions within assigned large-law accounts. Co-sell with Client Managers by developing joint account strategies, identifying opportunities, coordinating customer engagement, and aligning the specialist sales motion with the broader firm relationship. Maintain clear ownership of the opportunity lifecycle from qualification through close.
Technical Sales Leadership
Lead structured discovery conversations to assess firm priorities, drafting and research workflows, technology architecture, document management environments such as iManage and NetDocuments, integration requirements, API use cases, data needs, and security protocols.
Position the LexisNexis solution portfolio according to each firm’s specific business and technical objectives. Help firms evaluate how Protégé, DMS connectivity, and LexisNexis content and capabilities delivered through APIs can support drafting workflows, internal applications, AI initiatives, research tools, and other firm-developed solutions.
Translate complex technical capabilities, integration requirements, and licensing considerations into clear business-value narratives for legal, operational, executive, and technical audiences.
Executive and Technical Stakeholder Engagement
Engage CIOs, CTOs, innovation leaders, knowledge management teams, data and AI leaders, managing partners, practice leaders, and IT governance stakeholders. Build support across legal, business, and technical functions while navigating complex enterprise buying processes involving multiple decision-makers.
Identify decision criteria, internal advocates, buying influences, and potential barriers. Lead opportunities through information security review, procurement, legal review, technical validation, and other firm approval processes.
Co-Selling and Cross-Functional Collaboration
Operate as part of a coordinated account team, partnering closely with Client Managers, solution specialists, Engagement, and Customer Success to develop account plans, conduct discovery, deliver demonstrations, and advance opportunities.
Mobilize Product, Engineering, Security, Legal, API, and other internal teams to address customer requirements and remove barriers throughout the sales cycle. Establish clear roles, responsibilities, and next steps across internal partners while maintaining ownership of the specialist sales motion.
Collaborate with Engagement and Customer Success teams to confirm solution alignment, establish clear customer expectations, and support an effective transition from sale to implementation.
Pipeline and Commercial Execution
Manage complex, multi-threaded sales cycles with disciplined opportunity management, forecasting, and CRM hygiene. Develop proposals and structure and negotiate commercial terms within established company guidelines. Maintain accurate visibility into pipeline health, deal progression, risks, and performance against quota.
Prioritize accounts and opportunities based on customer need, strategic fit, revenue potential, and likelihood of successful implementation.
Qualifications
Five or more years of experience in SaaS, enterprise software, data solutions, or legal technology sales.
Demonstrated success generating new product or expansion revenue within enterprise accounts.
Experience selling technical solutions involving integrations, APIs, data delivery, or workflow platforms.
Proven ability to engage executive, business, legal, and technical stakeholders within the same sales cycle.
Track record of meeting or exceeding quota in complex, multi-stage sales environments.
Strong discovery, presentation, business-case development, negotiation, and closing skills.
Ability to translate technical capabilities and requirements into clear business-value narratives.
Demonstrated ability to co-sell, develop joint account strategies, and coordinate effectively with account owners and internal specialists.
Ability to mobilize and influence cross-functional teams without direct authority.
Strong organizational skills and disciplined approach to opportunity management, forecasting, and follow-through.
Preferred Experience
Experience selling into AmLaw firms or other large legal organizations.
Familiarity with document management systems such as iManage or NetDocuments.
Experience with APIs, data integrations, legal drafting technology, generative AI tools, or enterprise workflow platforms.
Understanding of law firm technology, information security, data governance, and procurement processes.
Experience operating within a specialist, overlay, or matrixed sales model.
Location and Travel
This is a home-based position supporting the West coast region. Location is flexible within the assigned region, although candidates should be based near a major metropolitan area with convenient access to a commercial airport.
Travel of approximately 20–30% is expected for customer meetings, industry events, internal meetings, and other business needs.
This role is designed for a high-performing enterprise sales specialist who thrives in technically sophisticated environments, collaborates effectively across a matrixed organization, and is motivated by driving new revenue growth within established strategic accounts.
The base salary range for this position is $79,305 to $93,300, with target variable compensation of $86,400 and uncapped variable earning potential. Base salary may vary based on geographic location and other applicable factors.
U.S. National Base Pay Range: $98,500 - $183,000. Total Target Cash Range: $151,700 - $281,500. Geographic differentials may apply in some locations to better reflect local market rates.If performed in Colorado, the base pay range is $98,500 - $183,000, the total target cash range is $151,700 - $281,500.If performed in Illinois, the base pay range is $103,400 - $192,200, the total target cash range is $159,200 - $295,600.If performed in Chicago, IL, the base pay range is $108,400 - $201,200, the total target cash range is $166,900 - $309,700.Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.Application deadline is 10/29/2026. We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.
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