Job Description
Account Executive (Closer)
Department: Sales and Marketing
Employment Type: Full Time
Location: Jacksonville, Florida
We are looking for an Account Executive (Closer) to own the commercial three-quarters of every sales conversation — running consultative discovery, presenting solutions, and closing qualified opportunities — so that attorneys show up only where legal judgment actually changes the outcome. This is the first close-side hire at Jimerson Birr, and the seat that starts the shift from lawyers closing deals to a trained sales professional owning the close.
You will run consults end to end: diagnosing the client's real business problem, closing standard hourly and fixed-fee work on the call itself, and building and presenting proposals for larger or non-hourly work. You'll brief the Deal Desk so the first proposal draft is the right draft, chase every deal to a signature, and hand off cleanly to the Client Engagement Specialist for issuance. You'll pull an escalator attorney into the specific legal question that changes the outcome — never into the whole hour.
If you're a natural closer who can hold a room, diagnose a business problem, defend a price under pressure, and knows exactly when a question is above your pay grade, this role was built for you.
Key Responsibilities
What You’ll Do
Run consultative discovery on every consult: diagnose the business problem, quantify the stakes, establish the cost of inaction, and reach agreement on value before price — handling executive buyers and multi-stakeholder cycles without an attorney in the room.
Complete final qualification on the call itself, and disqualify honestly where the fit isn’t there rather than pushing a deal that shouldn’t close.
Close hourly and standard fixed-fee work in the room; for larger or non-hourly engagements, discover the opportunity toward a solutions call with a dated next step, and lead Legal Longevity conversations.
Revert out-of-scope requests to a change order rather than absorbing them into the deal.
Brief the Deal Desk with complete discovery input so the first proposal draft is the right draft, then present live, anchor high, and frame hourly honestly against fixed and recurring options.
Handle price and scope objections on the call and hold the guardrails, driving every consult to a decision or a firmly defined next step — never an open-ended follow-up.
Run a value-adding chase cadence after every proposal — never a naked check-in — using the client’s real deadlines as honest urgency, through to a signed agreement.
Sign the correct agreement exhibit, hand off cleanly to the Engagement Specialist for issuance, and keep stages, close dates, value, probability, and next steps current in the platform at all times.
Dedicate a smaller portion of your time to proactively developing new business — prospecting and outreach to build pipeline alongside inbound consults — while the majority of your role remains closing warm, qualified opportunities.
Recognize escalator triggers and pull the attorney in for the specific technical or high-stakes question, hold the bright line on legal advice with the scripted escalation phrase under pressure, and feed win, loss, and objection patterns back to sales leadership.
Who You Are
A natural closer with executive presence — clients trust you with a real business problem early in the conversation.
Persuasive and comfortable holding a price under pressure, without being pushy or over-promising on scope.
elf-directed and coachable: you can run a full personal pipeline without supervision, and you take coaching without getting defensive.
Commercially sharp — you instinctively steer toward fixed and recurring work and understand scope risk well enough not to promise something you shouldn’t.
Disciplined with data: you keep the pipeline current and record the real reason a deal was lost, not the comfortable one.
Clear on your lane — confident closing the deal, quick to route the one legal question that actually needs an attorney. Everything you say is forwardable.
Skills, Knowledge and Expertise
Qualifications
3+ years’ experience in consultative business-to-business or professional-services sales, with a proven track record of meeting or exceeding quota; experience in legal, financial, or other high-trust services is a plus.
Comfortable running full-cycle sales conversations with executive buyers and multiple stakeholders, without a subject-matter expert in the room.
Strong objection-handling and pricing/value-communication skills — able to anchor high and defend a proposal live.
Comfortable with CRM/pipeline management systems (Salesforce, Litify, or comparable platforms preferred).
Strong written and verbal communication skills, with the professionalism and executive presence to represent the firm directly to clients.
Bachelor’s degree preferred, but not required with equivalent experience.
Benefits
Why Join Us
At Jimerson Birr, this seat is the mechanism behind a real shift: attorneys stop closing deals and go back to practicing law, and a trained sales professional owns the commercial conversation instead. As our Account Executive, you'll run the full consult-to-close motion with real autonomy, a defined growth path into senior and associate closer tiers as volume grows, and a team — Deal Desk, Engagement Specialist, and an escalator attorney bench — built to back you up on anything outside your lane.
You'll work in an environment that values ownership, discipline, and results, with a clear pipeline, defined escalation paths, and a team that has your back on anything outside your lane.
