Senior Account Executive, Steno
Am Law
$103-110k
+ Equity. Commission: 5% on Steno Revenue. Potential for a signing bonus and first-year guarantee
Court reporting services
Be an early applicant
Court reporting services
201-500 employees
Be an early applicant
$103-110k
+ Equity. Commission: 5% on Steno Revenue. Potential for a signing bonus and first-year guarantee
201-500 employees
Company mission
To optimize the litigation experience with a revolutionary approach to deposition services created by attorneys, for attorneys.
Role
Who you are
- We’re looking for an experienced enterprise sales professional to drive growth within our AM Law 100 account portfolio
- If you’re looking for a company that offers support, guidance, an abundance of killer giphys, and unlimited potential to grow into your best self, you can bet we’d love to have you too
- You have a deep understanding of AM LAW firms, with a strong grasp of law firm hierarchy, practice types and current legal industry trends
- You are a consultative seller skilled at navigating 6-12+ month sales cycles with multiple stakeholders (paralegals, partners, practice group leaders, COOs, CIOs, procurement)
- You have a proven track record of finding, tracking, negotiating and landing large cases and MSA agreements
- You understand the importance of your involvement in ensuring that our operations team is fulfilling your clients expectations
- You have an executive presence to engage C-suite and senior partners; maintain extensive legal industry network and connections across target accounts
- You are experienced in strategic account planning, complex negotiation skills, ability to articulate ROI in terms of profit-per-partner and operational efficiency metrics
- You are a team player who can see the overall opportunity in front of them and seek to do the right thing for the client and Steno first
- You geek out on technology that can make your clients life easier
- You are hungry for success and will do what it takes to surpass your goals
- You want to have a love of fun redefining how deposition services are sold
- You get a high out of the organized chaos that is the world of litigation
- “Land & Expand” is your middle name when it comes to managing your AM LAW accounts
- You understand that patience, perseverance and consistency are attributes that are necessary for a longer sales cycle and the rewards are worth the wait
What the job involves
- Steno is growing! We’re looking for a Senior Account Executive (Am Law) to join our winning team, which is revolutionizing the court reporting industry every single day. We’re a diverse team from all over the country (and beyond) and we’re crazy about redefining the boundaries of an outdated industry
- In this role, you'll leverage your deep understanding of law firm business models and operational challenges to build trusted relationships with partners, practice group leaders, and C-suite executives
- You'll navigate complex, multi-stakeholder sales cycles lasting 6-12+ months, positioning Steno's solutions in terms that matter most to legal decision-makers: profit-per-partner, operational efficiency, and competitive advantage
- This is an opportunity for a sales professional with experience in AM Law accounts to make a significant impact on both our clients' success and Steno's growth trajectory while working collaboratively across our organization to deliver exceptional client outcomes
- Develop and execute territory plans for assigned AM Law 100 accounts with focus on revenue growth and client retention
- Navigate lengthy procurement processes involving multiple decision-makers and influencers across practice groups and administrative functions
- Build and maintain relationships with staff, partners, practice group leaders, C-suite executives
- Conduct research to understand firm-specific challenges, practice area needs, and business objectives
- Uncover,track and land large cases, work cross functionality and with sales peers to bring in all parties involved in the matter
- Create and close MSA opportunities in your AM Law accounts
- Lead pricing discussions and negotiate with the clients and Stenos best interests in mind
- Partner with our operations and development teams to ensure seamless implementation and client satisfaction
- Monitor competitive landscape, industry trends, and client feedback to inform product development and sales strategy
- Attend relevant industry conferences and events on behalf of Steno
- Maintain accurate Hubspot records and provide regular pipeline updates
- Demonstrate all Steno technology to your prospects and clients alike
Our take
Steno is a court reporting agency that offers services to legal professionals, government agencies, and businesses. As a trusted partner, Steno allows law practices to streamline their operations and work more efficiently, all while maintaining the highest standards of accuracy and reliability in its reporting services.
Steno's services are tailored to cases that can take over a year to settle. One of the company's standout offerings is the 'DelayPay' product, which enables lawyers to defer payments for critical services such as court reporting, arbitration, videography, and interpreting until their cases are concluded.
Steno has experienced substantial progress over the past few years, with a growth rate that more than tripled in 2021 alone. Steno received $15 million in a 2024 Series B round as it begins to roll out its gen-AI-powered Transcript Genius, a tool for transcript analysis, indicating a culture of continued innovation.
Steph
Company Specialist at Welcome to the Jungle
Insights
13% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Dec 2024
$20m
GROWTH EQUITY VC
May 2024
$46m
LATE VC
Total funding: $87.5m
Company benefits
- Health, Vision, & Dental Benefits for employees and dependents
- Wellness/Mental Health benefits for employees and families
- Flexible Paid Time Off
- Options of Equity
- Home office setup, and a monthly stipend to cover internet/phone
Company HQ
South Park, Los Angeles, CA
Leadership
Greg Hong
(CEO & Co-Founder)Previously co-founded the restaurant reservation management system, Reserve (acquired by Resy/American Express) where they served as the CEO for 5 years.
Dylan Ruga
(Co-Founder)Currently a Trial Attorney at Stalwart Law Group, which they founded. Previously a Partner at Steptoe & Johnson and a External/Law Clerk at US Courts.
Dan Anderson
(CTO & Co-Founder)Previously co-founded the payment checkout process, Hail (acquired by Reserve) where they served as CEO. Also worked for the Zurich Insurance Company as Risk Consultant, Head of Application Security, and Director.
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