Novum Global

Role Description Join this fast growth, global SaaS with a market leading solution specifically for mid market law firms. If you are a Senior Account Executive or BDM, enjoy prospecting and closing complex deals nationally into law firms, accounting or professional services, this could be for you. You will work with the new logo and expansion sales team and be well mentored, coached and developed in this role. You will be driving both new logos and expansion revenue across the United Kingdom. You are a customer centric and consultative sales professional, able to work independently and navigate complex buying environments in a rigorous and methodical fashion. - You will take ownership and exceed monthly and annual sales targets, directly contributing to the company growth. - You will manage the full sales lifecycle end to end, from prospecting and discovery through to close and customer adoption. - Balance inbound lead qualification with proactive outbound activity to generate high-quality pipeline. - Lead compelling, value-driven product demonstrations that clearly communicate the company strategic value. - Position yourself as a trusted advisor by deeply understanding customer needs and challenges. Qualifications - Around 5+ years' experience as a Senior Account Executive or BDM within Legal Technology, Professional Services or Accounting SaaS. - A proven track record of closing complex deals and consistently achieving revenue targets set for you. - Experience managing full-cycle sales processes, including prospecting, discovery, demonstration, negotiation to close. - Excellent commercial, negotiation, and stakeholder management skills.

• Drive new logo acquisition and revenue growth across law firms in the United States • Manage the full sales cycle from prospecting through negotiation and close • Develop and execute strategic territory and account plans • Build relationships with Managing Partners, CIOs, Innovation teams, IP Partners, Practice Group Leaders, and Legal Operations stakeholders • Conduct discovery sessions to understand client workflows, business challenges, and technology needs • Deliver compelling product demonstrations and value-based presentations • Collaborate with Solutions Consultants, Marketing, Customer Success, and Leadership teams throughout the sales process • Maintain accurate pipeline forecasting and CRM hygiene • Represent at industry conferences, legal technology events, and client meetings • Stay informed on trends within legal technology and law firm innovation

• Own a portfolio of strategic law firm and legal department relationships across APAC • Act as the primary advisor on AI adoption, legal workflow transformation, and client success • Develop tailored adoption roadmaps aligned to each client’s priorities, operating model, and opportunities for impact • Build strong relationships with senior stakeholders including partners, CIOs, COOs, innovation leaders, knowledge leaders, and practice heads • Lead executive-level business reviews focused on adoption, ROI, progress, and future value • Drive renewal and expansion across your portfolio by identifying opportunities aligned to client needs • Identify at-risk accounts early and partner with internal teams to drive remediation and improve outcomes • Share market feedback and client insight with product, engineering, and go-to-market teams • Represent the business at industry events, client forums, and strategic meetings across the region

• Partnering with Account Managers to understand customer needs, shape pursuit strategies, and drive expansion opportunities • Engaging managing partners, practice chairs, and firm leadership to understand priorities • Leading senior-level discovery and structured workflow analysis to diagnose challenges and identify value levers • Translating legal workflows into clear, commercially compelling use cases and solution strategies • Designing and delivering tailored, insight-led demonstrations and high-impact presentations • Developing bespoke proof-of-concept engagements to validate value and build confidence

• Collaborate with the Revenue team during complex pilots, providing insight into deal quality and ensuring continuity from evaluation through to onboarding. • Take ownership from contract signature, define the Customer Success Plan (CSP), and guide each client to a clearly defined first-value milestone tied to real work. • Shift usage from limited individuals to firm-wide adoption, including proactive monitoring and impactful QBRs. • Begin renewal planning six months in advance, maintain a clear view of growth opportunities, and develop expansion pathways before transitioning to the Account Executive.

• Own the full sales cycle: prospecting, discovery, demo, proposal, negotiation, and close • Develop and execute territory/account plans to exceed revenue targets • Run tailored product demonstrations aligned to firm workflows and business objectives • Build relationships with Managing Partners, COOs, Legal Administrators, and IT stakeholders • Navigate multi-stakeholder buying processes and longer consultative sales cycles • Accurately forecast pipeline and maintain CRM hygiene • Collaborate with Marketing, Sales Engineering, and Customer Success to ensure seamless handover • Stay informed on legal tech trends and competitive landscape

• Drive new business acquisition across law firms and corporate legal departments, building a strong pipeline and delivering consistent revenue outcomes • Leading regional growth across Australia & New Zealand within the legal market • Building and executing territory and account strategies to win new customers • Developing trusted relationships with senior stakeholders and decision-makers • Managing the full sales cycle from prospecting through to close • Maintaining accurate pipeline forecasting and reporting • Partnering with strategic technology ecosystems (including well-known legal tech platforms) to source and develop joint opportunities • Representing the company at industry events, webinars, and forums across APAC • Consistently meeting and exceeding sales targets and quota expectations

• Own and grow a pipeline of new business opportunities within corporate legal departments (in-house legal teams, GCs, Heads of Legal, Legal Ops). • Manage the entire sales lifecycle, including qualification, discovery, solution design, commercial negotiation, and closing. • Sell solutions into complex, multi-stakeholder environments. • Develop strong relationships with senior legal and operational stakeholders, acting as a trusted advisor. • Collaborate with pre-sales, implementation, and customer success teams to ensure smooth onboarding and long-term customer value. • Maintain accurate forecasting and CRM hygiene, consistently delivering against revenue targets. • Represent us at industry events, conferences, and client meetings where appropriate.

• Build awareness across law, accounting, and consulting; craft messaging that resonates with C-suite buyers. • Keep our voice consistent across every channel. • Optimize the website and conversion paths for firm decision-makers; lead LinkedIn strategy for MPs/CEOs/CPOs/HRDs. • Run email and marketing-automation programs; operationalize buyer-intent to surface in-market accounts. • Equip BD with qualified leads and sales enablement. • Orchestrate research, podcasts, and webinars; turn client outcomes into compelling stories. • Build a community that brings senior firm leaders into our orbit. • Curate roundtables and special-interest groups; manage sponsorships and co-marketing with associations. • Plan integrated campaigns around industry and client events. • Own the martech stack (automation, CRM, analytics). Use data to iterate and scale what works.

• Take charge of sales growth in the legal sector. • Lead a winning team and drive digital transformation for law firms. • Guide the sales team in driving new business and expanding market presence. • Shape sales strategy and ensure consistent execution of sales processes. • Build and maintain strong relationships across the legal industry.