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Doctrine

1 day ago

Account Executive - SMB Inbound (Inside Sales)

  • Paris
  • Full Time
  • Senior
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Company information

Company
Doctrine
Location
Paris Germany
Posted
1 day ago
View all jobs at Doctrine

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 augmented 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, thanks to a unique, exhaustive, 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 around 250 people, united around a common goal: to support lawyers and attorneys at all stages of their work, from analysis to drafting.

And we are only at the beginning.


Main Mission:
 
As an Account Executive SMB, you will play a key role in developing our client portfolio by handling the entire sales cycle, from qualifying inbound leads to closing.
 
Your focus will be on inbound leads not yet identified in our CRM, excluding companies already known in our database. Your objective will be to transform these opportunities into client contracts.
 
 
Responsibilities:
 
1. Full Sales Cycle Management:
- Qualification of inbound leads: Identify and prioritize leads generated by marketing or other channels, with a focus on SMB companies (1 to 5 lawyers).
- 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 functionalities in relation to the prospects' challenges.
- Negotiation and Closing: Manage the value proposition, negotiate contract terms, and finalize sales until signature.
 
2. Sales Opportunity Management:
- Proactive use of the CRM to keep opportunities and sales pipeline up-to-date, and ensure rigorous follow-up of prospects.
- Prioritization of the hottest opportunities
- Participate in weekly pipeline review meetings
 
3. Cross-functional Collaboration:
- Work closely with the Marketing, Product, and Customer Success teams to ensure an excellent customer experience.
- Relay 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 entities.
- Propose initiatives to improve lead qualification and sales strategies for this market segment.
 
Objectives and KPIs:
- Achieve a daily volume of meetings resulting from inbound lead qualification.
- Conversion rate of inbound leads into qualified opportunities.
- Balance quality and opportunism in sales cycle management 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 B2B solutions sales.
  • Full Sales Cycle: Proven ability to manage a sales cycle from end to end (qualification, negotiation, closing).
  • Results-Oriented: Strong ability to meet and exceed sales targets, with excellent prioritization skills.
  • Communication: Excellent written and oral communication skills, ability to build trusting relationships with diverse stakeholders.

    • Personal Qualities:
  • Autonomy and Proactivity: Ability to work independently in a fast-growing startup environment.
  • Active Listening: You are attentive to your interlocutors' needs and know how to adapt your communication 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 events, lunches, offsites, after-work drinks, 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, the impact of each individual, 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 internal mobility opportunities

    🏄‍♂️ Regular collective 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 wellness activities

    🧘 Free access to the Moka.care mental health support platform 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-minute chat with one of our Talent Acquisition Managers to fully understand your professional project and introduce you to what we are building at Doctrine
    • A 1-hour meeting with your future manager, to detail the position and the team's scope, and to 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's values to share our vision, and a meeting with our CEO, Guillaume.
    (if necessary, the process can be adapted to meet your personal and professional constraints)
     
     
    Ladies, feel empowered to apply!
    Certain scientific studies show that women in particular tend to apply less often to a job opening 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 openings 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 necessary accommodations to ensure a work environment adapted to everyone.

    Required skills

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