The Role
The Sales Executive will manage full-cycle sales for enterprise accounts, including discovery, solution design, negotiation, and expansion while building strong relationships and achieving revenue targets.
Summary Generated by Built In
Summary
We’re looking for an Enterprise Sales Representative to anchor our growth efforts in the Southeast. This role requires a disciplined, consultative seller who can manage a full-cycle enterprise motion—prospecting, discovery, solution design, negotiation, and expansion. You’ll maintain a consistent presence in our Charlotte office while traveling regularly to customer sites across the region. Success in this position means owning revenue targets, forecasting with precision, and building trusted commercial relationships with enterprise stakeholders.
Responsibilities
Execution
Own and run the full sales cycle with rigor. Set clear activity standards, maintain accurate pipeline hygiene, and deliver timely follow‑up on every prospect and account. You will be expected to model best‑in‑class sales execution for the broader team.
Leadership
Operate as a senior individual contributor who elevates team performance. Partner closely with marketing, product, and customer success to improve messaging, refine ICP targeting, and strengthen cross‑functional deal support. Step in to guide junior reps when needed.
Prospecting & Territory Growth
Develop and execute a structured territory plan for the Southeast, with emphasis on identifying high‑value accounts and mapping decision-making structures. Build multi-threaded relationships across technical, financial, and executive stakeholders.
Discovery & Solution Design
Conduct precise discovery to understand customer workflows, goals, and constraints. Translate findings into tailored solutions and clearly articulate business value, ROI, and technical fit. Be prepared to pressure‑test assumptions, address objections, and design complex cross‑departmental implementations in partnership with internal teams.
Pilots, Trials & Expansions
Manage strategic pilots and structured evaluations. Coordinate with internal teams to ensure tight execution and a smooth handoff into long‑term commercial agreements. Identify expansion opportunities and work with customer success to develop a clear growth path for each account.
Relationship Development
Every interaction—calls, demos, onsite meetings, business reviews—is an opportunity to deepen trust. Build long‑term relationships based on reliability, clear communication, and an authentic understanding of customer motivations.
Sales Assets & Templates
Develop repeatable materials: outreach frameworks, discovery guides, ROI calculators, and proposal templates that raise the overall quality and efficiency of the sales team.
About You
You are a disciplined seller with 5–7 years of enterprise SaaS experience. You understand how to navigate complex buying processes, communicate clearly with executives, and balance urgency with accuracy. You stay organized, follow through on commitments, and maintain credibility with both customers and internal teams. You excel at diagnosing customer needs, spotting misalignment early, and escalating when necessary to protect expectations and timelines. Your mindset is commercial, analytical, and grounded in results.
Compensation
Base Salary: $85,000
On‑Target Earnings: $160,000 (salary + commission)
Location & Travel
This role is in‑office in Charlotte with regular regional customer travel.
What You’ll Find Here
A culture that values clarity, accountability, and commercial excellence. You’ll have the opportunity to shape territory strategy, influence product direction through customer insights, and represent a platform committed to innovation and customer impact.
Am I A Good Fit?
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The Company
What We Do
PacerPro helps legal teams derive insight from public information. Our workflow automation service delivers federal court filings in real-time to case teams to enable informed, timely decisions about case strategy. Our experience capture system delivers the entirety of any individual firm's federal court records, including filings and meta data, to the correct client matter workspace on firm document management platforms. These tools eliminate costly manual work and empowers firms to unlock the full value of their collective experience. Next up: fueled by a $5 million raise, we have brought on a veteran engineering leader and are rapidly expanding into state courts.
