Enterprise Account Director

🚀 Enterprise Account Director – LegalTech (Series A, Expansion-Focused)

Strive has partnered with a rapidly scaling, VC-backed LegalTech disruptor that's transforming how enterprise legal departments engage, evaluate, and manage external counsel. With Fortune 500 clients already onboard and recent strategic product acquisitions, they’re seeking an Enterprise Account Director to drive expansion within named accounts.

 

📌 The Company

• Series A growth stage – Backed by leading VC's with $20M+ in funding, this company is building the future of legal spend and vendor management
• Category creator – Their RFP platform is redefining how in-house legal selects and manages law firms, moving beyond spreadsheets and subjective decisions
• AI & workflow momentum – A recent acquisition of a complementary workflow and billing tool unlocks significant upsell and cross-sell potential
• Proven impact model – Customers see an average of 26% cost reduction, along with measurable improvements in operational transparency and efficiency

 

🌍 Leadership & Culture

• Sales org led by proven executive – Head of Sales is the former CEO of a successfully acquired legal tech platform
• High executive visibility – This role reports directly to the CRO, with final panel interviews involving the CEO
• Tight-knit “pod” model – Work alongside a dedicated CSM and Implementation Lead to drive expansion success
• Remote-first, East Coast alignment – Preference for NYC or Eastern/Central time zones; quarterly travel to NYC HQ
• Ownership-driven culture – Expect to lead client workshops, contribute to sales strategy, and act as a trusted advisor across departments

 

🔍 What We're Looking for...

• Enterprise expansion experience – You’ve grown existing accounts, not just closed new ones. You know how to land-and-expand.
• LegalTech or adjacent SaaS background – Bonus if you've worked with Legal Ops, eBilling, RFPs, or procurement platforms.
• Strong executive presence – You're comfortable running workshops, presenting maturity models, and influencing senior stakeholders (GC, CFO, Head of Legal Ops).
• Strategic mindset – You don’t just follow a playbook — you help write it. You bring ideas to the table, think in frameworks, and sell value over features.
• Collaborative operator – You thrive in a pod model (working closely with CSMs, implementation, product), and know how to align internally to drive success.
• Data-driven seller – You leverage metrics (e.g. legal spend, vendor performance) to tell stories, uncover pain, and drive expansion.

 

📈 The Role & Compensation

• Remote role – NYC preferred; Central/Eastern US time zones welcome
• Named account territory – You’ll inherit and grow ~30 enterprise accounts, all within the Fortune 500
• Expansion-focused sales – Lead upsell and cross-sell efforts across both the core RFP platform and the newly integrated billing/workflow product
• Consultative, insight-led motion – Conduct in-depth discovery, lead ROI/maturity workshops, and engage senior decision-makers (GCs, Heads of Legal Ops, Finance, Procurement)
• Deal sizes range from $50K to $250K+ ARR on average, can (and have) exceed $500k+
• OTE: ~$300K with a 50/50 split (base/commission) + Equity
• Support structure – Renewals managed separately; you’ll be backed by strong post-sales and product teams

 

🧭 Interview Process

• Initial screen – with Strive
• 1st Round – VP of Sales
• 2nd Round – CRO
• Panel – Workshop/presentation (case-based)
• Final – CEO