Account Executive - LA, Orbital

• 2-5 years of B2B SaaS sales experience with a consistent track record of meeting or exceeding quota
• Experience running complex, multi-stakeholder sales cycles
• Strong discovery and qualification skills: able to diagnose pain, build business cases, and advance deals with discipline
• Proactive pipeline builder: you generate your own pipeline and don't rely on inbound alone
• Clear, confident communicator: in person, on the phone, and in writing
• Comfortable operating in a high-growth, scaling environment where process is still being built
• Based in or willing to relocate to Los Angeles for 2-3 days in office (Constellation Place, LA)
• Demonstrated ability to learn and credibly articulate complex or technical subject matter: our AEs sell into the legal and real estate market, and must understand the domain well enough to run sharp discovery and handle objections

Desirable

• We are looking for a Los Angeles-based Account Executive to join our founding US West Coast sales team. This is a role for someone who thrives on selling complex, high-value SaaS solutions, building relationships with sophisticated buyers, and helping shape how we go to market in a new city
• This role reports directly to our Sales Manager and works closely with our Legal Solutions team, Marketing, and Sales Enablement. This is a critical early hire and a genuine opportunity to shape our LA presence and contribute to Orbital's US expansion post-Series B
• Own and build your pipeline through a combination of self-sourced outbound and inbound leads
• Identify, qualify, and develop new business opportunities within the legal and commercial real estate sectors
• Partner with Marketing on ABM campaigns and targeted outreach to law firms and in-house legal teams
• Run a disciplined, process-driven sales cycle from first contact through to close
• Conduct high-quality discovery calls to uncover business pain, quantify impact, and build compelling business cases
• Deliver engaging product demonstrations tailored to the specific workflows of real estate legal teams
• Navigate complex, multi-stakeholder deals involving attorneys, IT, and senior leadership
• Manage deal progression and pipeline hygiene in HubSpot using MEDDPICC (or equivalent qualification framework)
• Partner with Legal Solutions Architects on pre-sales support and technical scoping
• Collaborate with the Sales Manager on pipeline reviews, forecast accuracy, and deal strategy
• Provide field feedback to Product and Marketing on customer needs, objections, and competitive dynamics
• Help shape our go-to-market approach and playbook as one of our founding LA hires
• 30 days: Understand Orbital's product, market, customers, and sales process. Begin shadowing discovery and demo calls. Start building an outbound pipeline
• 60 days: Running your own discovery calls and demos with support. Pipeline building consistently. Delivering accurate forecast inputs
• 90 days: Owning the full sales cycle independently. Pipeline at target coverage. Qualified opportunities progressing toward close