Job Description

Senior Account Executive (Am Law)

Full-Time, Remote / Salary, Exempt / Includes Benefits, PTO, Flexible Schedule, Equity

Steno is growing! We’re looking for a Senior Account Executive (Am Law) to join our winning team, which is revolutionizing the court reporting industry every single day. We’re a diverse team from all over the country (and beyond) and we’re crazy about redefining the boundaries of an outdated industry.

In this role, you'll leverage your deep understanding of law firm business models and operational challenges to build trusted relationships with partners, practice group leaders, and C-suite executives. You'll navigate complex, multi-stakeholder sales cycles lasting 6-12+ months, positioning Steno's solutions in terms that matter most to legal decision-makers: profit-per-partner, operational efficiency, and competitive advantage.

This is an opportunity for a sales professional with experience in AM Law accounts to make a significant impact on both our clients' success and Steno's growth trajectory while working collaboratively across our organization to deliver exceptional client outcomes.

Who are you?

We’re looking for an experienced enterprise sales professional to drive growth within our AM Law 100 account portfolio.

If you’re looking for a company that offers support, guidance, an abundance of killer giphys, and unlimited potential to grow into your best self, you can bet we’d love to have you too.

On a regular basis you will

• Develop and execute territory plans for assigned AM Law 100 accounts with focus on revenue growth and client retention
• Navigate lengthy procurement processes involving multiple decision-makers and influencers across practice groups and administrative functions
• Build and maintain relationships with staff, partners, practice group leaders, C-suite executives
• Conduct research to understand firm-specific challenges, practice area needs, and business objectives
• Uncover,track and land large cases, work cross functionality and with sales peers to bring in all parties involved in the matter
• Create and close MSA opportunities in your AM Law accounts
• Lead pricing discussions and negotiate with the clients and Stenos best interests in mind
• Partner with our operations and development teams to ensure seamless implementation and client satisfaction
• Monitor competitive landscape, industry trends, and client feedback to inform product development and sales strategy
• Attend relevant industry conferences and events on behalf of Steno

• Maintain accurate Hubspot records and provide regular pipeline updates
• Demonstrate all Steno technology to your prospects and clients alike

You’re gonna crush it if

• You have a deep understanding of AM LAW firms, with a strong grasp of law firm hierarchy, practice types and current legal industry trends
• You are a consultative seller skilled at navigating 6-12+ month sales cycles with multiple stakeholders (paralegals, partners, practice group leaders, COOs, CIOs, procurement)
• You have a proven track record of finding, tracking, negotiating and landing large cases and MSA agreements
• You understand the importance of your involvement in ensuring that our operations team is fulfilling your clients expectations
• You have an executive presence to engage C-suite and senior partners; maintain extensive legal industry network and connections across target accounts
• You are experienced in strategic account planning, complex negotiation skills, ability to articulate ROI in terms of profit-per-partner and operational efficiency metrics
• You are a team player who can see the overall opportunity in front of them and seek to do the right thing for the client and Steno first
• You geek out on technology that can make your clients life easier
• You are hungry for success and will do what it takes to surpass your goals
• You want to have a love of fun redefining how deposition services are sold
• You get a high out of the organized chaos that is the world of litigation
• “Land & Expand” is your middle name when it comes to managing your AM LAW accounts
• You understand that patience, perseverance and consistency are attributes that are necessary for a longer sales cycle and the rewards are worth the wait

Compensation & Benefits

• Salary - $103,000 - $110,000
• Commission: 5% on Steno Revenue
• Potential for a signing bonus and first-year guarantee for properly qualified candidates
• Health, Vision, & Dental Benefits - low-cost health plans that free up mind space and unlock our employees' best work
• Wellness/Mental Health - shared benefits to be used among employees and families
• Flexible Paid Time Off - allowing employees to find balance in their lives
• Options of Equity - we know our success is nothing without our team
• Access to a company-provided 401(k) account
• A home office setup and a monthly stipend to offset internet and phone costs

Our Team

Our Sales team is a high-growth, powerhouse group, focused on growing Steno’s presence and impact. The Sales team cultivates business relationships that help Steno achieve our big, audacious goals.

Composed of both Inside and Outside Sales, and working in direct partnership with our Marketing, Customer Success, and Executive teams, our Sales team helps drive our revenue while remaining laser-focused on beginning exceptional client relationships.

About Steno

• Founded in 2018 and growing fast!
• Values: be highly reliable, constantly innovate, operate with a hospitality mindset
• Diverse backgrounds welcome! Steno employees have a unique blend of legal, technology, operations and finance experience
• We are revolutionizing the litigation and court reporting industry
• • Flexible deferred payment options (e.g., DelayPay)
  • Cutting-edge technology - unique products and integrations to maximize the output of legal professionals
  • White glove, concierge customer service that our clients rave about

Application Information

• Steno is an equal opportunity employer and does not discriminate based on any characteristics that are protected under the law. All employment decisions are based on qualifications, merit, and business needs.
• Applicants needing special assistance or accommodations for interviews or website access should contact us at accommodations@steno.com.
• Steno personnel will always have either a steno.com email address or will contact you via Rippling Recruiting. Act with caution if asked for personal information. Background checks, for example, are only conducted after an offer is extended.
• Applicants should receive a confirmation email immediately after applying. If you haven’t received it, check your email spam folder and approve the sender address to ensure receipt of future communications.
• Information provided to Steno, such as professional credentials and skills, educational and work history, the results of technical skills assessments or working exercises, and other information that may be included on a resume or application, is collected and stored in our system. Still, we never disclose or sell your personal information.