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Laurel is an AI Time platform for professional services firms that automates work time capture and connects time data to business outcomes. The company serves major accounting and law firms including EY, Aprio, Crowell & Moring, and Frost Brown Todd, processing over 1 billion work activities annually.
As a Senior Account Executive, you will drive growth and build lasting relationships with prospective customers in the legal and professional services markets. You'll manage the complete sales cycle from opportunity identification through contract negotiation and closing, then hand off to Account Management for activation. You'll work closely with Marketing, Account Management, Product Data, and Engineering teams to anticipate and exceed customer expectations.
Key responsibilities include:
**Sales Process:**
- Identify and engage senior stakeholders within legal and professional services firms
- Manage full sales cycle from opportunity creation to contract negotiation and closing
- Achieve and exceed sales quotas for assigned territory/accounts
- Maintain pipeline development activity to exceed $1M in annual sales
- Overcome technical and business objections from prospects
- Conduct product demonstrations for qualified prospects
- Respond to RFPs where Laurel is a strong fit
- Collaborate with Engineering on deal implementation and Account Management on firm-wide activation
- Demonstrate ROI and business impact to C-level stakeholders
**Product and Market Knowledge:**
- Maintain deep understanding of Laurel's product and roadmap
- Articulate Laurel's impact at organizational and industry levels
- Gather and analyze industry and competitive data
- Provide feedback on customer needs, industry trends, market perceptions, and competitive intelligence
**Sales Administration:**
- Maintain Salesforce pipeline hygiene
- Forecast monthly, quarterly, and annual opportunities
- Prepare presentations, proposals, and price quotes
- Plan and conduct key business development events in your territory
The role requires three days in-office per week (Tuesday–Thursday) in the New York office, with travel up to 25% during certain seasons. This is an early-stage startup environment where you'll need to be highly autonomous, creative, and comfortable with limited resources and undefined processes.
**Requirements:**
- Proven track record closing $200k+ deals within 6–12 month sales cycles
- At least 5 years of top-down, enterprise-wide software sales experience
- Experience in early-stage startups (Series B or earlier), demonstrating ability to succeed with limited resources, undefined processes, and without repeatability
- Success operationalizing a founder-led Sales Playbook
- Consistent history of meeting or exceeding quotas
- Expertise building relationships and presenting to C-suite customers
- Ability to lead complex, multi-threaded sales with diverse stakeholders and convey technical concepts to non-technical audiences
- Highly autonomous with excellent verbal and written communication and meticulous attention to detail
- Mastery of Salesforce and common software tools (G Suite, Zoom, Teams, Canva, ChatGPT, etc.)
- Demonstrated ability to use AI tools in day-to-day workflows (drafting, research, call prep, CRM hygiene)
- Curiosity and self-directed learning orientation toward emerging AI capabilities
**Nice to have:**
- Previous experience selling to legal, accounting, or consulting firms
The company is backed by Google Ventures, IVP, Anthos, Upfront Ventures, and notable individuals including Marc Benioff, Gokul Rajaram, Kevin Weil, and Alexis Ohanian. Benefits include equity, 401K, and bi-annual in-person company off-sites. Visa sponsorship is not available.
