Account Executive - SMB Inbound (Inside Sales)

Full Time Senior

Job description

Our mission ⚖️

At Doctrine, we are building the leader in legal AI in Europe.

Our conviction? The law should not be slowed down by repetitive tasks. It should be enhanced by specialized AI, designed to understand, analyze, and produce legal reasoning with a high level of rigor.

Our ambition? To enable legal professionals to gain reliability, efficiency, and peace of mind through a unique, comprehensive, and secure platform.

Today, 27,000 legal professionals across five countries (France, Italy, Germany, Spain, Luxembourg) trust us.

Our development is guided by a clear approach: a global vision, rooted in a fine understanding of local specificities.

Behind this ambition, a team of about 250 people, united around the same objective: to support lawyers and legal professionals at all stages of their work, from analysis to drafting.

And we are just at the beginning.

Main Mission:

As an Account Executive SMB, you will play a key role in developing our client portfolio by managing the entire sales cycle, from qualifying inbound leads to closing.

Your focus will be on unidentified inbound leads in our CRM, outside of companies already known in our database. You will aim to convert these opportunities into client contracts.

Responsibilities:

1. Full Sales Cycle Management:

- Inbound Lead Qualification: Identify and prioritize leads generated by marketing or other channels, with a focus on SMB companies (1 to 5 legal professionals).

- Understanding Client Needs: Conduct in-depth and effective discovery calls to understand the specific challenges and needs of prospects in order to propose the most suitable solution.

- Solution Presentation: Demonstrate our SaaS platform and its features in relation to the prospect's challenges.

- Negotiation and Closing: Manage the value proposition, negotiate contract terms, and finalize sales up to signature.

2. Sales Opportunity Follow-up:

- Proactive use of CRM to keep opportunities, sales pipeline, and prospect follow-up up-to-date.

- Prioritization of the hottest opportunities

- Participate in weekly pipeline review meetings

3. Cross-departmental Collaboration:

- Work closely with the Marketing, Product, and Customer Success teams to ensure an excellent customer experience.

- Provide feedback from prospects and clients to improve the product and sales processes.

4. Market Knowledge Development:

- Maintain active monitoring of developments in the legal sector and the specific needs of SMB legal companies.

- Propose initiatives to improve lead qualification and sales strategies for this market segment.

Objectives and KPIs:

- Achieve a daily volume of meetings from inbound lead qualification.

- Conversion rate of inbound leads into qualified opportunities.

- Combine quality and opportunism in handling the sales cycle to close with the best Sales Cycle.

- Achievement of monthly and quarterly sales quotas.

Required Skills:

Sales Experience: Significant experience as an Account Executive, Business Developer, or similar role, ideally in a SaaS environment or in selling B2B solutions.

Full Sales Cycle: Proven ability to manage a sales cycle end-to-end (qualification, negotiation, closing).

Results-Oriented: Strong ability to meet and exceed sales targets, with an excellent sense of priorities.

Communication: Excellent written and oral communication skills, ability to build trusting relationships with diverse stakeholders.

Personal Qualities:

Autonomy and Proactivity: Ability to work autonomously in a fast-growing startup environment.

Active Listening: You listen to the needs of your interlocutors and know how to adapt your discourse accordingly.

Team Spirit: You enjoy collaborating with other departments to achieve common goals.

Adaptability: You are flexible and able to adapt quickly to changes in a constantly evolving environment.

Resilience: You have a strong ability to overcome obstacles and persevere to achieve your goals.

What awaits you if you join Doctrine 🤝

Contribute to an ambitious project with a real and positive impact on society: making law more accessible and open.
Very comprehensive onboarding enabling rapid integration and skill development.
An adventure where training and knowledge sharing are part of everyday life.
Join a company with a rich and dynamic team life: conferences, team-building, lunches, offsites, after-work events, etc.

Our Values 🤝

At Doctrine, our 4 values guide us daily and in our ambition to make things happen.

Challenge the status quo: we defend bold ideas that contribute to the evolution of an entire sector.
Liberty and responsibility: we encourage autonomy, individual impact, and ownership.
Knowledge is power: information is at the heart of Doctrine's mission, and we constantly seek to improve.
Release early, release often and listen to your customers: we believe in the power of iteration and the importance of constantly listening to our market, our clients, and their challenges.

Our benefits to make a difference ☀️

🏡 A flexible remote work policy allowing - depending on the teams - up to three days of remote work per week.

🌴 A flexible leave policy

🌱 Concrete opportunities for internal mobility

🏄‍♂️ Regular company events

📚 A real focus on individual and collective training, with an annual budget of €750 for any training related to your role - and team or company-wide training

🏋️‍♀️ A Gymlib subscription for sports and well-being activities

🧘 Free access to the mental health support platform Moka.care and individual support up to 6 sessions per year

👩‍⚕️ Health insurance with Alan

🍱 🚲 A Swile card for your meal vouchers and your sustainable mobility package (€66.60 per month)

💡 Discounts and benefits negotiated through our CSE via the Happypal platform

🍏 New work equipment from Apple

Our recruitment process 🚀

A first 30-min chat with one of our Talent Acquisition Managers to understand your professional project and present what we are building at Doctrine
A 1-hour meeting with your future manager, to detail the role and team scope, and answer all your questions.
One or two technical tests to concretely assess your skills
A visit to our offices for: a lunch with 3 people from different departments at Doctrine, to give you a glimpse of your future colleagues; a discussion about the company values to share our vision with you, and a meeting with our CEO, Guillaume.

(if necessary, the process can be adapted to meet your personal and professional constraints)

Ladies, feel free to apply!

Some scientific studies show that women in particular tend to apply less for job offers when they do not have all the qualifications. If this can reassure you, know that this job description is indicative so take it as such: it's a guide, nothing more, nothing less.

If Doctrine interests you, know that we will be pleased to receive your application!

Diversity & Inclusion

All our offers are open to people with disabilities; do not hesitate to talk to us about it during the recruitment process.

We are committed to implementing all the necessary arrangements to ensure a work environment adapted to everyone.

Required skills

marketing remote work training sales targets negotiation communication skills inclusion crm manager kpis saas talent acquisition team building diversity disability inside sales sales pipeline account executive product b2b sales customer success startup lead qualification sales cycle ceo closing inbound sales smb technical tests legal ai

Account Executive - SMB Inbound (Inside Sales)

Job description

What awaits you if you join Doctrine 🤝

Our Values 🤝

Our benefits to make a difference ☀️

Our recruitment process 🚀

Required skills

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