Account Executive, Clio
Mid-Market Customer Sales
CA$131.2-196.8k
OTE
CA$65.6-98.4k
BASE
Legal practice management software
Be an early applicant
Legal practice management software
1001+ employees
Be an early applicant
CA$131.2-196.8k
OTE
CA$65.6-98.4k
BASE
1001+ employees
Company mission
Clio's mission is to build cloud-based and client-centred technology that will transform the legal experience for all.
Role
Who you are
- Minimum 4 years of sales experience, including closing deals
- 3 years of experience working in SaaS or other technology companies
- Experience working complex deal cycles with high-leverage customers
- Knowledge and passion for technology and cloud-based products
- Previous experience running demos
- A competitive mindset
- Cold calling skills
- A coachable and collaborative nature
- Advocate for Clients: Pass client feedback and feature requests to our product teams and facilitate meetings with project managers to discuss potential product enhancements
- Account Planning: Develop and execute strategic account plans to ensure client satisfaction, retention, and growth
What the job involves
- As a Mid-Market Customer Sales, Account Executive at Clio, you will manage and nurture relationships with a portfolio of high-value customers, typically 20+ employees
- You will own a book of business consisting of key Mid-Market accounts, and your primary responsibilities will include driving expansion retention and ensuring that Clio’s solutions continue to meet the evolving needs of your clients
- In this quota-bearing sales role, you will work cross-functionally with marketing, sales, product, customer success, and partnerships teams to ensure the growth and satisfaction of our Mid-Market Accounts
- You will focus on creating long-term value and building strong relationships with key decision-makers to identify upselling, cross-selling, and expansion opportunities
- Maximize Revenue from Existing Accounts: Focus on driving growth with our largest customers. Negotiate complex contract amendments and expansion agreements, maximizing revenue while minimizing churn and reduction
- Strategic Relationship Building: Develop and maintain relationships with key decision-makers and stakeholders across multiple levels within your accounts. Engage with clients regularly to ensure ongoing value, uncover expansion opportunities, and mitigate churn risks
- Pipeline Management: Maintain a healthy pipeline of opportunities within your accounts, tracking and forecasting accurately in Salesforce and other tools
- Data-Driven Decision Making: Use data and insights from both Salesforce and internal systems to inform your sales strategies, negotiate effectively, and communicate value to clients
- Collaboration with Customer Success: Work closely with Customer Success Managers to ensure smooth transitions, manage ongoing relationships, and provide a seamless experience for clients
- Solution Selling: Conduct virtual or in-person meetings with clients to deliver product demos, discuss potential product upsells, and develop tailored solutions to meet customer needs
- Become a Product Expert: Learn and stay updated on the Clio product suite to provide expert advice to clients on best practices and drive usage
- Cross-selling and Upselling Clio products into our existing customer base
- Converting qualified opportunities using telephone, email and product demonstrations
- Using Salesforce.com to prioritize, organize, and set appointments for qualified leads, and opportunities through View, Tasks and Calendar
- Paying close attention to key metrics, including the number of qualified leads and conversion rate at various stages of the funnel through paid accounts
- Working with Support, Account Managers, SDRs/BDRs, Customer Success Managers, Partner Account Managers and Sales Engineers to provide solutions to our customers
- Forecasting, negotiation and deal closures
- Developing business cases for customers
- Attending Industry events and visiting customers on-site
- Hunting and prospecting into existing customer accounts
Our take
Modern law firms increasingly manage their work digitally but the lack of a specialised remote solution means that workflows have become fragmented. This leads to legal practice managers having to juggle multiple software solutions across various devices.
Clio provides a legal practice management platform designed for law firms, allowing users to manage billing for legal aid cases, access and manage documents and store files across multiple devices. Whilst other startups are operating in this niche, Clio has uniquely focussed on synchronisation across remote devices and on a wide range of integrations, allowing the user to access information from other industry standard software such as Xero and Klyant from within a single interface.
Clio has raised a large amount of investment capital and benefited from the COVID-era move to cloud technologies. Most recently, it raised a 2024 Series F round, which saw the company attain a valuation exceeding $3 billion. This funding is being used to accelerate AI development and to allow existing investors and employees to cash out their shares.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Company benefits
- Company equity
- $500 contribution when you become a parent and/or guardian
- 4-week minimum vacation
- Work from home when you need to (role-specific)
- Parental leave options for moms and dads
- Customizable extended health benefits (including $2000 per year to spend on counseling)
- Wellness programs including an onsite naturopath physiotherapist, and RMT (location-dependent), healthy snacks, and exercise classes
- RRSP-matching
Company HQ
Burnaby, BC
Leadership
Jack Newton
(Founder & CEO)Experience as Director of Product Development for Chenomx Inc. from 2004 to 2009. Advisor for Logikcull.com, dealcloser, and Athennian.
Rian Gauvreau
(Board Member)Experience developing legal technology for Gowling Lafleur Henderson LLP from 2000 to 2008. Graduated the University of British Columbia with an M.B.A. in Strategic Management in 2011.
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