企业客户经理
Enterprise Account Executive
关于Introhive
Introhive是一个由人工智能驱动的关系智能平台，帮助公司克服数据孤岛，挖掘可操作的关系洞察，推动协作和增长。
自2012年踏上旅程以来，我们已经取得了长足发展，但我们的核心使命始终未变——革新企业管理和利用关系的方式，以释放价值、推动增长并让客户满意。
Introhive是增长最快的B2B关系智能平台，被G2 Crowd评为销售智能和数据质量管理软件领域的行业领导者，连续三年入选德勤Fast 50奖项的Top 10 fastest growing technology公司，并荣获MarTech 2020突破奖最佳CRM创新奖。
包括KPMG、Freshfields、CBRE和Deloitte在内的行业领先品牌都信任Introhive，目前为90多个国家的25万多名用户提供服务。
职位概要
建立信任关系，推动企业增长。
在Introhive，我们认为关系是推动业务增长最强大的动力之一。作为专注于法律市场的企业客户经理，您将不仅仅是销售软件。您将与领先的律师事务所合作，加强客户关系，发现增长机会，并通过我们的AI驱动的关系智能平台实现可衡量的业务价值。
您将负责的工作
在这个职位上，您将通过开发新的企业业务来推动Introhive在北美法律市场的发展。您将与高级决策者合作，主导咨询型销售活动，并跨部门协作以实现卓越的客户成果。
主要职责包括：
- 在北美法律市场中，针对指定客户开发新的企业业务。
- 制定、执行并持续优化战略区域和客户计划。
- 在复杂的律师事务所环境中，与高级决策者和关键利益相关者建立信任关系。
- 从发现到成交，主导复杂的多利益相关方咨询型销售活动。
- 识别客户优先事项，并将Introhive的功能与业务发展、客户增长、关系智能、协作和CRM策略联系起来。
- 通过战略拓展、行业关系、活动、推荐和定向客户开发自主生成机会。
- 达成或超越季度和年度收入目标。
- 保持准确的预测
查看英文原文
About Introhive
Introhive is an AI-powered Relationship Intelligence platform that helps firms overcome data silos and unlock actionable relationship insights that drive collaboration and growth.
We’ve grown a lot since we began our journey in 2012, but our core mission remains the same – To revolutionize the way companies manage, nurture, and leverage their relationships to unlock value, drive growth, and delight customers.
Introhive is the fastest growing B2B relationship intelligence platform, recognized as a category leader in sales intelligence and data quality management software by G2 Crowd, a top 10 fastest growing technology company in Deloitte’s Fast 50 Awards three years in a row, and the MarTech 2020 Breakthrough Award winner for Best CRM Innovation.
Trusted by industry-leading brands such as KPMG, Freshfields, CBRE, and Deloitte, Introhive supports over 250,000 users in 90+ countries.
Job Summary
Build Trusted Relationships. Drive Enterprise Growth.
At Introhive, we believe relationships are one of the most powerful drivers of business growth. As an Enterprise Account Executive focused on the legal market, you'll do more than sell software. You'll partner with leading law firms to strengthen client relationships, uncover growth opportunities, and deliver measurable business value through our AI-powered Relationship Intelligence platform.
What You'll Do
In this role, you'll drive Introhive's growth across the North American Legal market by developing new enterprise business. You'll partner with senior decision-makers, lead consultative sales engagements, and work cross-functionally to deliver exceptional customer outcomes.
Key responsibilities include:
- Develop new enterprise business across assigned accounts within the North American legal market.
- Develop, execute, and continuously refine strategic territory and account plans.
- Build trusted relationships with senior decision-makers and key stakeholders across complex law firm environments.
- Lead complex, multi-stakeholder consultative sales engagements from discovery through close.
- Identify customer priorities and connect Introhive's capabilities to business development, client growth, relationship intelligence, collaboration, and CRM strategy.
- Self-generate opportunities through strategic prospecting, industry relationships, events, referrals, and targeted account development.
- Achieve or exceed quarterly and annual revenue targets.
- Maintain accurate forecasting and disciplined pipeline management in Salesforce.
- Partner closely with Pre-Sales, Marketing, Product, Customer Success, and Revenue Operations to advance opportunities and deliver customer value.
- Deliver executive presentations, product demonstrations, and customer workshops independently or in partnership with Pre-Sales.
- Stay current on legal industry trends, customer challenges, competitive solutions, and Introhive's AI-powered platform.
- Represent Introhive at client meetings, industry events, conferences, and workshops as needed.
What Success Looks Like
Success in this role is measured by your ability to:
- Build trusted executive relationships within strategic legal accounts.
- Develop territory and account plans that generate high-quality enterprise opportunities.
- Navigate complex buying environments and build consensus across multiple stakeholders.
- Maintain a healthy, predictable pipeline.
- Deliver accurate forecasts.
- Consistently achieve revenue targets.
- Position Introhive as a strategic partner to leading law firms.
- Partner effectively across the Go-to-Market organization.
Minimum Qualifications
- 8+ years of enterprise SaaS or complex B2B sales experience.
- Proven success selling into large, complex enterprise organizations.
- Demonstrated track record of meeting or exceeding enterprise sales targets.
- Experience navigating complex, multi-stakeholder buying cycles.
- Strong executive presence with the ability to influence senior decision-makers.
- Demonstrated ability to self-generate pipeline and develop new enterprise opportunities.
- Experience managing pipeline and forecasts using Salesforce or a comparable CRM.
- Self-motivated with excellent organizational, communication, negotiation, and collaboration skills.
Preferred Qualifications
- Experience selling enterprise technology solutions into large law firms or the legal industry.
- Understanding of law firm business development, client relationship, and growth dynamics.
- Existing relationships or professional network within the legal market.
- Experience selling into Am Law 200, Global 200, or similarly complex law firms.
- Experience with AI, CRM, Relationship Intelligence, or Revenue Intelligence solutions.
Core Competencies
- Business Acumen
- Consultative Selling
- Cross-Functional Collaboration
- Customer-Centric Mindset
- Executive Relationship Management
- Forecasting & Pipeline Management
- Negotiation
- New Business Development
- Strategic Account Planning
Why Introhive?
At Introhive, you'll join a collaborative, high-performing team where relationships, curiosity, and customer success drive everything we do. You'll partner with experienced leaders across Sales, Product, Marketing, Customer Success, and Revenue Operations while helping enterprise organizations strengthen client relationships through AI-powered innovation.
As we continue to invest in the future of Relationship Intelligence, you'll have the opportunity to expand Introhive's presence within the legal market, influence strategic customers, contribute to our growth, and make a meaningful impact on the next chapter of Introhive's journey.