Growth Account Executive, Mid-Market

Spellbook is the leading AI suite for commercial lawyers, trusted by more than 2,600 law firms and in-house teams worldwide. Our mission is to make legal services more accessible by empowering legal professionals with AI tools that enable them to work faster, smarter, and more efficiently. We've grown more than 25x since our launch in 2022 with customers like Nestle, Fender, Crocs, WSP and more - join us on our journey building magical tools that lawyers love.

ABOUT THE ROLE 

As a Mid-Market Growth Account Executive at Spellbook, you will play a crucial role in expanding revenue within our existing customer base by identifying and executing upsell and cross-sell opportunities. Reporting to the Account Management Team Lead, you will navigate complex sales cycles, foster strong relationships with key decision-makers, and strategically position Spellbook’s AI-powered legal tech solutions to meet the evolving needs of our customers. This role requires a blend of strategic sales expertise, account management skills, and the ability to drive revenue growth through customer expansion initiatives.

RESPONSIBILITIES

• Implement and optimize the expansion playbook to maximize upsell revenue within your accounts.

• Proactively identify and execute upsell and cross-sell opportunities by analyzing account activity, license utilization, product feature usage, and customer engagement.

• Maintain and manage a robust database of customer contact information and interactions in HubSpot.

• Develop and nurture long-term relationships with customers, acting as a trusted advisor and strategic partner.

• Manage complex, multi-stakeholder sales cycles within existing accounts, ensuring alignment with enterprise buying patterns.

• Create and execute automation playbooks that trigger based on customer behavior, highlighting opportunities for upgraded plans or additional features.

• Present tailored solutions that align with customers’ business objectives, ensuring value realization and long-term engagement.

• Work cross-functionally with Product, Marketing, and Customer Success teams to align customer feedback with product development and go-to-market strategies.

• Consistently track, analyze, and report on sales performance, pipeline health, and customer trends to drive data-driven decision-making.

• Other responsibilities as required.

QUALIFICATIONS

• 5+ years of quota-carrying sales experience, preferably in SaaS, B2B, or legal tech.

• Proven success in managing and growing mid-market and/or enterprise accounts through upselling and cross-selling strategies.

• Strong consultative sales approach with the ability to understand customer needs and present tailored solutions.

• Excellent relationship-building skills, with experience engaging senior-level decision-makers and influencers.

• Ability to navigate long, complex sales cycles and manage multiple stakeholders within large organizations.

• Highly analytical mindset with the ability to leverage data insights to drive expansion strategies.

• Experience working in a fast-paced, high-growth environment with the ability to adapt quickly and execute effectively.

• Exceptional verbal and written communication skills, with confidence in presenting to C-level executives.

NICE TO HAVES

• Experience in legal tech or an understanding of the legal industry and its challenges.

• Background in a startup or scaling tech company, demonstrating adaptability and impact-driven execution.

• Existing relationships with decision-makers in legal, financial services, or enterprise sectors.

• Passion for AI, with an understanding of Large Language Models and their business applications.

WHY JOIN SPELLBOOK?

• Embrace autonomy and accountability in a flexible, remote work environment; we focus on outcomes and empower you to determine how to get the job done

• Access our company-paid group benefits for you and your family, with $1,000 towards mental health support

• Disconnect during our holiday closure and take advantage of our generous time off policies throughout the year

• Enjoy monthly paid meals, an annual wellness allowance to support your well-being and parental leave top-ups as your family grows

• Secure your stake in our success; you’ll receive competitive stock option grants as a pivotal early employee

We are committed to creating an inclusive and supportive candidate experience. Should you require any accommodation whatsoever during the interview process, please inform us without any hesitation.

Spellbook is dedicated to ensuring equal treatment and opportunity in all phases of recruitment, selection, and employment, in compliance with employment law. We do not discriminate based on gender, race, religion, national origin, ethnicity, disability, gender identity/expression, sexual orientation, veteran or military status, or any other protected category. Spellbook is proud to be an equal opportunity employer, fostering a culture of inclusivity and maintaining a work environment that is free from discrimination, harassment, and retaliation.