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Sandstone is building an AI-native legal operations platform that amplifies in-house legal teams rather than replacing them. The platform unifies legal data, powers end-to-end workflows, and integrates with tools legal teams already use. Trusted by Fortune 500 companies and fast-growing innovators, Sandstone combines elite engineering with lawyers who ship code daily.
As an Associate Account Executive, you will support all aspects of the sales cycle—not pipeline generation, but deal execution and progression. This role is structured as a learning opportunity, starting with ownership of portions of the sales cycle and graduating to full end-to-end ownership within 12 months. You will own your own book of business within a year.
Key responsibilities include:
**Deal Execution:** Own RFP responses end-to-end, coordinating across sales, post-sales, and product teams. Manage vendor assessments and security questionnaires for enterprise prospects. Build and refine proposals, pricing presentations, and quote configurations. Support contract workflows from initial redline through signature.
**Sales Infrastructure:** Maintain and improve the library of sales materials including one-pagers, decks, case studies, and competitive positioning. Develop deal-specific collateral when existing assets don't fit. Identify gaps in the sales motion and take ownership of filling them.
**GTM Operations:** Coordinate efforts between marketing and sales, leveraging AI to maximize outreach. Contribute to pipeline reporting, data hygiene, and process documentation.
**Deal Progression:** Work alongside senior team members on active deals from discovery through close. Take on accounts and expansion opportunities as capacity and judgment develop. Move into a defined quota-carrying territory within 12 months. Represent Sandstone at industry conferences, dinners, and events.
The role emphasizes learning by doing. Success requires strong written communication for proposals and executive-facing materials, meticulous attention to detail especially in compliance-adjacent work like security reviews, comfort in an environment where processes are still being built, and a strong disposition toward ownership.
**Requirements:**
- Strong written communication skills
- Attention to detail, particularly in high-stakes or compliance-adjacent work
- Comfort working in an environment where processes are still being built
- Disposition toward ownership and taking on real responsibility from the start
- Experience in legal tech, enterprise SaaS, or sales operations is a plus but not required
- Sales experience is less important than the right orientation; precision, curiosity about complex deals, and comfort doing substantive work without extensive hand-holding are key
