Account Executive - Enterprise
At a glance
Mid-level Account Executive role at G MASS. Edinburgh · full-time · £80,000–£160,000 OTE.
Growth Roles summary, based on the employer's posting.
What you'll do
- You own enterprise and upper mid-market sales from first conversation through close
- You build relationships with legal and operations leaders across complex buying groups
- You uncover needs, show commercial impact, and run structured proof-of-value programs
- You deliver strong demos, keep forecasts accurate, and protect deal momentum
- You feed customer insight into product and go-to-market decisions while keeping CRM data clean
What you bring
- You have at least five years of SaaS sales experience, ideally with layered enterprise buyers
- You have exceeded quota on deals with ACVs of £120k+ / $150k+
- You sell consultatively around business value and communicate confidently with executives
- You can align Legal, IT, Procurement, and Finance stakeholders
- You bring curiosity, resilience, organisation, and disciplined pipeline habits
Who this fits
You'll suit a disciplined enterprise seller who can manage long, multi-threaded cycles and build consensus among senior stakeholders. This is a full-time, onsite role in Edinburgh, with close collaboration across SDR, Marketing, and Product teams.
From the employer
In-house legal teams are under more pressure than ever, often trapped in a constant flow of requests, redlines, reviews, and urgent internal demands.
The UK’s leading legal AI firm is tackling this head-on. Its platform acts as the operational hub for modern legal departments, streamlining everything from intake and Q&A to drafting, research, and contract iteration. The mission: transform legal from a bottleneck into a strategic, high-velocity function.
We’re hiring an Enterprise Account Executive to drive new revenue across complex, high-value accounts. You’ll manage strategic sales cycles end-to-end, engaging with senior stakeholders across Legal, Ops, IT, and Procurement.
You should be comfortable navigating long, multi-threaded enterprise motions, building consensus across diverse teams, and articulating commercial value with clarity and credibility. You’ll also partner closely with SDRs, Marketing, and Product as we refine our go-to-market engine.
Key Responsibilities
- Manage full-cycle sales for upper mid-market and enterprise prospects, typically over 6–9 months
- Build deep, multi-stakeholder relationships across legal and operational leadership
- Lead investigative discovery, craft compelling ROI narratives, and run structured proof-of-value programs
- Deliver high-quality demos and maintain rigorous forecasting discipline
- Consistently exceed quarterly revenue commitments while protecting deal velocity
- Influence product and GTM direction based on customer insights
- Maintain meticulous CRM hygiene and operate with a data-driven mindset
Requirements
- 5+ years selling SaaS solutions, ideally involving layered enterprise buying groups
- A history of exceeding quota at ACVs £120k+ / $150k+
- Expertise in value-led, consultative selling and strong executive communication
- Ability to orchestrate alignment across Legal, IT, Procurement, and Finance
- High levels of curiosity, discipline, and resilience in fast-moving environments
- Strong organisational instincts, supported by clean, metrics-focused pipeline habits
- In-office: onsite — we move faster when we’re together
Benefits
- Competitive OTE: 50/50 split £80k base / £160k OTE + Accelerators
- Equity: Meaningful ownership in a rapidly scaling business
- Career Path: Progression routes into Strategic AE or Sales Leadership
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