• Own prospecting strategy, conduct thoughtful discovery, build relevant demos, and manage objection handling in a structured but dynamic full-cycle sales motion • Meet or exceed quota on a specific named book of prospects by maintaining consistent and thoughtful prospecting efforts in line with state expectations • Actively support Account Management and Partner Success in a defined kickoff, launch, and review cycle for new accounts • Represent TheGuarantors at trade shows, industry events, and client dinners as part of a targeted and thorough event-based marketing strategy • Gather and share competitive intelligence regarding market share, practices, and industry trends • Execute day-to-day responsibilities related to engaging with and acquiring new business with accuracy, timeliness, and consistency • Analyze, review, or maintain assigned prospect records, leads, opportunities in the pipeline, and account performance data while following pitch scripts and operational guidelines to support business needs • Partner with Account Management, GTM, Marketing, and Customer Success to support closing business and creating successful client launches • Communicate updates, risks, blockers, and recommendations clearly and proactively • Identify opportunities to improve pitch processes, script quality, talk track efficiency, and objection handling while maintaining compliance with insurance regulations • Use data, judgment, and business context to inform decisions and recommendations • Manage assigned work independently and follow through on commitments, deadlines, and deliverables • Ensure work is completed in accordance with applicable policies, procedures, standards, and regulatory requirements • Perform other role-related responsibilities as assigned and aligned with business needs.

• Serve as the primary sales resource for all marketing-generated leads, inbound inquiries, and partner-referred opportunities owing each opportunity from first engagement through close. • Collaborate closely with the marketing team on campaign strategy, messaging, webinars, user groups, and events to ensure a strong and consistent flow of qualified opportunities. • Nurture leads across varying stages of readiness, maintaining consistent follow-up and engagement to advance opportunities through the sales cycle. • Maintain disciplined pipeline hygiene and accurate forecasting in CRM; provide regular reporting to leadership on pipeline health and deal progression. • Conduct thorough discovery sessions to understand prospect pain points, financial operations, requirements, and strategic objectives. • Lead interactive, discovery-driven Sage Intacct demonstrations independently and without pre-sales support tailored to each prospect’s industry, pain points, and key stakeholders. • Develop and present full implementation proposals including Statements of Work (SOWs), ROI analyses, and pricing strategies. • Manage the full sales cycle from qualification through contract execution, engaging multiple stakeholders and navigating complex buying processes. • Represent the firm at industry events, Sage partner programs, webinars, and user groups to build market presence and expand referral relationships.

Role Description As an Account Executive within OpenText LegalTech, you will help customers harness the power of information to grow faster and operate more efficiently in an increasingly digital world. You will support organizations undergoing significant transformation and guide them as they modernize their legal operations, migrate to the cloud, and evolve into fully digital enterprises. - Your customers will rely on your strategic judgment to address their most pressing legal and business challenges. - Whether improving core processes, reducing risk, or deploying transformative technologies, you will ensure they have the right LegalTech solutions to deliver measurable impact. - You are comfortable navigating complex sales cycles, building new business channels, and operating with high levels of autonomy. - Proven high performance will be rewarded with one of the most competitive compensation structures in the industry. Qualifications - 5+ years of experience selling eDiscovery solutions into law firms and corporate legal departments. - Strong background working consultatively with lawyers (including Partners) and C-level executives on cloud, hybrid, or on-premises solutions. - Deep knowledge of the B2B buying cycle, competitive landscape, and industry trends. - Expertise with advanced sales methodologies and tools to consistently exceed revenue targets. - High intellectual curiosity with the ability to quickly learn new products and bring innovation to customers. - Completion of post-secondary education and a passion for continuous learning. Requirements - Full sales-cycle ownership focused on LegalTech and eDiscovery solutions. - Consultative, needs-based engagement with senior legal and business stakeholders. - Strategic involvement in complex solution design, proposal development, and contract negotiations. - Collaboration with internal experts across sales engineering, product, legal, and customer success. - A competitive compensation package including strong base salary, variable commissions, and accelerators. - Opportunity to drive impact within a global, innovation-focused enterprise software organization. Benefits - Thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. - Variable and commission compensation opportunities for eligible roles. - Vacation entitlement and paid time off.

Since we opened our doors in 2009, the world of commerce has evolved immensely, and so has Square. After enabling anyone to take payments and never miss a sale, we saw sellers stymied by disparate, outmoded products and tools that wouldn't work together. So we expanded into software and started building integrated, omnichannel solutions - to help sellers sell online, manage inventory, offer buy now, pay later functionality, book appointments, engage loyal buyers, and hire and pay staff. Across it all, we've embedded financial services tools at the point of sale, so merchants can access a business loan and manage their cash flow in one place. Afterpay furthers our goal to provide omnichannel tools that unlock meaningful value and growth, enabling sellers to capture the next generation shopper, increase order sizes, and compete at a larger scale. Today, we are a partner to sellers of all sizes - large, enterprise-scale businesses with complex operations, sellers just starting, as well as merchants who began selling with Square and have grown larger over time. As our sellers grow, so do our solutions. There is a massive opportunity in front of us. We're building a significant, meaningful, and lasting business, and we are helping sellers worldwide do the same. The Role Square is building a best-in-class, high-impact field sales organization, and we are looking for an exceptional Territory Account Executive - someone who consistently exceeds expectations, takes full ownership of their territory, and brings Square's mission of economic empowerment directly to the businesses that need it most. This is a field-driven, execution-focused role designed for individuals who thrive in dynamic, demanding environments. You will spend most of your week out in the market - meeting businesses, conducting live demos, and closing deals with confidence. The pace is fast, the expectations are high, and your ability to operate strategically and decisively will determine your success. You will serve as Square's presence and competitive advantage in one of our highest-opportunity markets - responsible for building pipeline from the ground up, elevating Square's visibility in your community, establishing high-value partnerships, and helping local businesses grow through our ecosystem of industry-leading software and hardware. If you are motivated by impactful work, driven to outperform, and eager to join a high-performance team with high standards, this role is built for you. You will: Lead your market with disciplined, in-person execution - Spend ~80% of your week in the field - walking your territory, engaging local businesses, and driving 50-60 targeted business visits each week. - Run a full-cycle, self-sourced sales motion: generate leads, identify needs, deliver compelling demos, and close deals across Square's full product suite. Establish yourself as the go-to Square expert in your city - Build strong, trust-based relationships with local sellers by being present, reliable, and value-driven. - Partner cross-functionally to ensure a seamless onboarding experience and fast time-to-value for new sellers. - Implement a disciplined referral strategy to turn every new customer into future opportunities. Build a high-velocity pipeline from the ground up - Develop a repeatable top-of-funnel engine through door-to-door outreach, community engagement, events, networking, and targeted partnerships. - Work with channel partners to generate a consistent, high-quality referral stream that grows over time. Master your verticals and sell with precision - Build deep expertise in key verticals - including restaurants, retail, and services - to diagnose challenges and position the right Square solutions. - Sell consultatively and competitively, staying proactive and strategic throughout the sales cycle. Achieve exceptional results in a high-accountability environment - Maintain strong operational rigor in Salesforce: track activity, manage pipeline, and forecast accurately. - Measure performance frequently and improve continuously. - Consistently exceed quota within a culture where high standards are the norm. You have: - 3+ years of sales experience in a full cycle closing role with field sales experience - Experience exceeding sales targets, selling a diverse ecosystem of products, and closing complex deals - Ability to drive deals independently in a fast-paced, dynamic environment - Business development experience (e.g. hunting and cold calling) - Since this is a field position, you must have reliable transportation and live in the market you are serving - A collaborative and team player mentality - Prior Salesforce experience or equivalent - Even better: - 2+ years of payment processing OR related technology (i.e. payroll, loyalty, time management) - 1+ years of relevant audience experience (experience working in/selling to restaurants, retailers or services based businesses) Pay Transparency Block takes a market-based approach to pay, and pay may vary depending on your location. U.S. locations are categorized into one of four zones based on a cost of labor index for that geographic area. The successful candidate's starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future. To find a location's zone designation, please refer to this resource . If a location of interest is not listed, please speak with a recruiter for additional information. Zone A: ($148,700 - $223,100) Zone B: ($138,300 - $207,500) Zone C: ($130,900 - $196,300) Zone D: ($123,400 - $185,200) Amounts listed above include target variable compensation. We're working to build a more inclusive economy where our customers have equal access to opportunity, and we strive to live by these same values in building our workplace. Block is an equal opportunity employer evaluating all employees and job applicants without regard to identity or any legally protected class. We will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and "fair chance" ordinances. We believe in being fair, and are committed to an inclusive interview experience, including providing reasonable accommodations to disabled applicants throughout the recruitment process. We encourage applicants to share any needed accommodations with their recruiter, who will treat these requests as confidentially as possible. Want to learn more about what we're doing to build a workplace that is fair and square? Check out our I+D page . While there is no specific deadline to apply for this role, U.S. roles are typically open for an average of 55 days before being filled by a successful candidate. Please refer to the date listed at the top of this job page for when this role was first posted. Application Guidelines Candidates may submit up to 9 active applications within a 60-day period. Reapplications to the same role are accepted 90 days after a previous application has been reviewed. Use of AI in Our Hiring Process We may use automated AI tools to evaluate job applications for efficiency and consistency. These tools comply with local regulations, including bias audits, and we handle all personal data in accordance with state and local privacy laws. Contact us here with hiring practice or data usage questions. Every benefit we offer is designed with one goal: empowering you to do the best work of your career while building the life you want. Remote work, medical insurance, flexible time off, retirement savings plans, and modern family planning are just some of our offering. Check out our other benefits at Block. Block, Inc. (NYSE: XYZ) builds technology to increase access to the global economy. Each of our brands unlocks different aspects of the economy for more people. Square makes commerce and financial services accessible to sellers. Cash App is the easy way to spend, send, and store money. Afterpay is transforming the way customers manage their spending over time. TIDAL is a music platform that empowers artists to thrive as entrepreneurs. Bitkey is a simple self-custody wallet built for bitcoin. Proto is a suite of bitcoin mining products and services. Together, we're helping build a financial system that is open to everyone.