Account Executive, SMB
Blue Heron Capital, Austin, TX, United States
About The Role
We’re hiring an Account Executive to drive new revenue and user expansion across SMB and Mid‑Market law firms. This is a full‑cycle, outbound role — you’ll own your territory and generate your own pipeline while running tight discovery, demos, and deal management. You’ll work closely within a Pod (Enterprise AE, SDR, CSM) to land accounts and expand them as they adopt the Proof platform. The right person is competitive, curious, and comfortable running a high‑activity, high‑ownership sales motion, able to exercise discretion and independent judgment when evaluating deal quality in support of revenue generation and organizational growth. This is a hybrid role with travel as needed for client visits, onsite meetings, and industry conferences (~10%).
What You’ll Do Pipeline Generation & Outbound
Build and execute a consistent outbound strategy across your territory
Prospect independently (calls, email sequences, LinkedIn, events)
Research target firms and personas to identify workflow gaps and Proof use cases
Create predictable monthly pipeline aligned to your quota
Full‑Cycle Sales
Run structured discovery to understand workflows, bottlenecks, and decision criteria
Deliver compelling demos tailored to legal operations, paralegals, and attorneys
Navigate multi‑stakeholder deals and manage short‑to‑mid length sales cycles
Drive expansion within existing accounts (new users, new practice groups, new locations)
Ensure data compliance and accuracy across CRM and other reporting tools
Consistently maintain an accurate forecast with focus on achieving activity and quota expectations
Complete all required sales enablement educational sessions and ongoing product certifications
Act as a “student of the game” continually investing in self‑learning opportunities in the competitive landscape and within the Proof platform
What You’ll Bring
1‑3 years of full sales cycle experience (SMB SaaS or Marketplace preferred)
Proven success consistently generating your own pipeline
Confident running outbound sequences and high‑volume prospecting
Strong discovery, qualification, and storytelling skills
Ability to use independent judgement to simplify complex workflows across multiple personas
Growth mindset
Strong attention to detail and ownership
Why Proof
A real product solving real operational pain for law firms
A collaborative pod structure that gives you support without slowing you down
Leadership that values clarity, ownership, and performance
Clear runway to grow as we expand into new segments and legal markets
Compensation & Benefits
Full‑time, exempt position
$120,000–$140,000 OTE based on experience and location
Medical, dental, vision, disability insurance, and 401(k) available
Flexible time off and paid holidays
Necessary equipment provided
E‑Verify This company participates in E‑Verify, for more information view the Participation and Right to Work Posters.
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What You’ll Do Pipeline Generation & Outbound
Build and execute a consistent outbound strategy across your territory
Prospect independently (calls, email sequences, LinkedIn, events)
Research target firms and personas to identify workflow gaps and Proof use cases
Create predictable monthly pipeline aligned to your quota
Full‑Cycle Sales
Run structured discovery to understand workflows, bottlenecks, and decision criteria
Deliver compelling demos tailored to legal operations, paralegals, and attorneys
Navigate multi‑stakeholder deals and manage short‑to‑mid length sales cycles
Drive expansion within existing accounts (new users, new practice groups, new locations)
Ensure data compliance and accuracy across CRM and other reporting tools
Consistently maintain an accurate forecast with focus on achieving activity and quota expectations
Complete all required sales enablement educational sessions and ongoing product certifications
Act as a “student of the game” continually investing in self‑learning opportunities in the competitive landscape and within the Proof platform
What You’ll Bring
1‑3 years of full sales cycle experience (SMB SaaS or Marketplace preferred)
Proven success consistently generating your own pipeline
Confident running outbound sequences and high‑volume prospecting
Strong discovery, qualification, and storytelling skills
Ability to use independent judgement to simplify complex workflows across multiple personas
Growth mindset
Strong attention to detail and ownership
Why Proof
A real product solving real operational pain for law firms
A collaborative pod structure that gives you support without slowing you down
Leadership that values clarity, ownership, and performance
Clear runway to grow as we expand into new segments and legal markets
Compensation & Benefits
Full‑time, exempt position
$120,000–$140,000 OTE based on experience and location
Medical, dental, vision, disability insurance, and 401(k) available
Flexible time off and paid holidays
Necessary equipment provided
E‑Verify This company participates in E‑Verify, for more information view the Participation and Right to Work Posters.
#J-18808-Ljbffr