Senior Account Executive

Company Description

Aline is an advanced AI contracting platform designed to optimize the entire contract lifecycle for in-house legal teams and law firms. It provides AI-powered tools such as Redlining \& Playbooks, automated workflows, dynamic templates, and AlineSign for in-platform electronic signatures. With a smart repository and AI Contract Analysis, Aline enables real-time extraction and tracking of critical contract data from thousands of agreements. These features empower legal teams to streamline contract management, approvals, and negotiations, boosting collaboration and operational efficiency.

Role Description

This is a full-time remote position for a Senior Account Executive. The Senior Account Executive will be responsible for building and maintaining client relationships, driving new business opportunities, leading sales strategies, and managing the entire sales cycle. The role also involves identifying customer needs, presenting tailored solutions, negotiating contracts, and ensuring client satisfaction. Collaboration with internal teams to align on product offerings and market feedback dissemination is also expected. This is a conversion craft and multi-threading seat for an AE who knows how to turn a warm demo-booker into a signed enterprise legal deal.

What you'll own

In year one, you'll own a $1M net new-ARR number and the playbook that gets us there. Concretely:

• Run the inbound demo pipeline.

You run discovery, demos, mutual action plans, and closes.

• Build outbound pipeline.

Prospect using ICP and generate a pipeline through self-generated opportunities.

• Multi-thread the buying committee.

The demo-booker is rarely the only decision-maker. You expand from the entry contact into GC, Legal Ops, COO, CFO, and CEO as the deal warrants — without losing the original champion.

• Sell into legal teams fluently.

GCs, CLOs, VP Legals, AGCs, Legal Ops Managers, and the procurement and finance leaders behind them. You speak their language from minute one.

• Build the playbook.

Discovery script, demo flow, objection bank, MEDDICC fields in HubSpot, mutual action plan templates. We have raw materials; you systematize them into something the second AE inherits.

• Partner with our GTM engineer.

You'll tell them which inbound channels, content topics, and ICP cuts produce convertible demos versus dead ones, so we double down on what works at the top of the funnel.

What we're looking for

• 5\+ years of quota-carrying B2B SaaS AE experience.

Closing AE, not BDR/SDR or post-sales CSM. Individual contributor roles only — we're not hiring a player-coach.

• 2\+ years selling into legal teams

as primary or co-primary buyer persona. GCs, CLOs, VP Legals, AGCs, Legal Ops. Adjacent personas (compliance, privacy) alone don't qualify.

• A $1M\+ quota you hit

in at least one of the last three years. President's Club, top-decile rank, or a specific attainment number on your resume.

• Mid-market or enterprise deal experience

— $10K–$100K ACV at minimum.

• Full-cycle ownership

— discovery through close. We're small enough that there is no SE on every demo and no deal desk to lean on.

• US-based with US time zone working hours.

Bonus

• At least one legal-tech product on your resume. CLM platforms (Ironclad, Spotdraft, LinkSquares, Agiloft, Concord, Conga, Sirion, Evisort, ContractPodAi, Icertis, Lexion, DocuSign CLM, ContractWorks), e-discovery, contract analytics, AI legal assistants, GRC platforms with legal modules, or legal-ops tools. We need someone who has actually sold into a legal-buyer evaluation, not someone who's read about it.
• Sold at an inbound-heavy startup at under $10M ARR. You know the rhythm of high-volume warm leads, brand-lift discovery, and converting curiosity into urgency without the brand pull of a Big Software logo.
• Fluent in the legal procurement gauntlet — vendor security review, GC vendor approval, data-handling questionnaires, and AI-training language in MSAs.

Compensation and benefits

• Base salary: $130,000–$160,000
• OTE: $260,000–$320,000 (50/50 base/variable split)
• Commission is uncapped, with accelerators above 100% of plan (1\.5x to 150%, 2x above)
• Equity: 0\.20–0\.40% (four-year vest, one-year cliff)
• 90-day onboarding milestone bonus, paid against a specific outcome we agree on at start
• Health, dental, and vision
• Unlimited PTO with a 15-day floor
• Remote-first; \~10% travel for enterprise on-sites and two team retreats per year