Senior Account Executive, Mid Market, APAC

📌 Core Information

🔹 Job Title: Senior Account Executive, Mid Market, APAC

🔹 Company: Clio

🔹 Location: Sydney, New South Wales, Australia

🔹 Job Type: On-site

🔹 Category: 💼 Account Management

🔹 Date Posted: Tue, April 1, 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: Remote Solely

📌 Essential Job Details

🚀 Job Overview

Key aspects of this role include:

• Driving business development efforts in the APAC region for mid-market firms
• Strategically managing sale cycles ranging from 3 to 12 months
• Providing sound advice and high-quality product demonstrations
• Collaborating cross-functionally with sales and engineering teams

ASSUMPTION: The role is essential in expanding Clio's presence in the APAC region, emphasizing mid-market firms, likely indicating a focus on medium-sized law firms looking to enhance their technology use.

📋 Key Responsibilities

✅ Work closely with the qualifying team to hunt and prospect for new opportunities

✅ Manage a sales pipeline and forecast in Salesforce (SFDC)

✅ Conduct discovery calls and provide value-based product demonstrations

✅ Collaborate with Solution Engineers, Channel Partners, Product, and CS to tailor solutions

✅ Develop business cases for prospects and negotiate deal closures

✅ Engage with multiple decision-makers, including C-Suite executives, for deal approvals

ASSUMPTION: Responsibilities indicate an emphasis on strategic relationship building and technical understanding, highlighting cross-functional team collaboration.

🎯 Required Qualifications

Education: Not specified

Experience: At least 5 years of consultative sales experience and 3 years in technology

Required Skills:

• Consultative Sales
• Technology Sales
• SaaS Sales
• Pipeline Management
• Product Demonstrations

Preferred Skills:

• Experience scaling in a new market or hyper-growth environment
• Experience selling legal practice management solutions

ASSUMPTION: Preferred qualifications suggest an interest in candidates familiar with both rapid market growth scenarios and the legal technology sector.

💰 Compensation & Benefits

Salary Range: $100,000 to $150,000 AUD with uncapped commission potential up to $150,000 AUD

Benefits:

• Competitive, equitable salary with top-tier health benefits
• Flexible time-off policy, with an encouraged 20 days off per year
• Hybrid work environment
• Superannuation
• Clioversary recognition program

Working Hours: 40 hours per week, with potential flexibility based on hybrid environment

ASSUMPTION: Clio’s Total Rewards program emphasizes work-life balance and employee recognition, appealing to candidates seeking a supportive company culture.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development, focusing on legal technology solutions

Company Size: 1,001-5,000 employees, which suggests a well-established company with resources for new initiatives and support structures

Founded: 2008

Company Description:

• Leader in cloud-based legal technology solutions
• End-to-end software solutions for law firms
• Over 150,000 legal professionals use Clio in 130 countries

Company Specialties:

• Web-based software
• Practice management
• Cloud-based solutions

Company Website: https://www.clio.com

ASSUMPTION: The company’s global reach and specialized focus in legal management suggest a stable and innovative working environment for employees.

📊 Role Analysis

Career Level: Senior-level position, implying leadership capabilities

Reporting Structure: Likely involves working closely with APAC leadership and sales teams

Work Arrangement: Although listed as on-site, there's potential for hybrid work arrangements giving flexibility

Growth Opportunities:

• Opportunity to lead market expansion projects
• Development through cross-functional collaboration
• Potential progression within a growing international market

ASSUMPTION: The position’s emphasis on international expansion within Clio suggests future opportunities within the company’s global branches.

🌍 Location & Work Environment

Office Type: Likely an office environment with high collaboration needs

Office Location(s): Sydney, Australia

Geographic Context:

• Sydney as a major business hub in Australia
• Vibrant tech ecosystem supporting innovative start-ups
• Well-connected transport links

Work Schedule: Primarily aligned with Sydney business hours with room for flexibility

ASSUMPTION: Given the location in Sydney, the role offers access to a thriving professional and legal community.

💼 Interview & Application Insights

Typical Process:

• Initial application review
• Phone screening with HR
• Interview rounds with sales leadership

Key Assessment Areas:

• Sales experience in technology markets
• Problem-solving and negotiation skills
• Understanding of SaaS and legal solutions

Application Tips:

• Highlight experience in consultative sales and SaaS environments
• Demonstrate past success in complex deal negotiation
• Showcase adaptability and willingness to innovate

ATS Keywords: Consultative Sales, SaaS, Pipeline Management, C-Suite Engagement

ASSUMPTION: Applicants should be prepared to discuss past achievements in sales and collaborate effectively in a fast-paced environment during interviews.

🛠️ Tools & Technologies

• Salesforce (SFDC)
• SaaS Platforms
• Cloud-based tools

ASSUMPTION: Utilizing industry-standard tools indicates a streamlined and effective sales process essential for candidate success.

👔 Cultural Fit Considerations

Company Values:

• Diversity and inclusion
• Innovation and problem solving
• Client-centric approach

Work Style:

• Startup mentality within a larger organization
• Team-oriented with a collaborative spirit
• Flexible and adaptive to changing needs

Self-Assessment Questions:

• Can you navigate complex sales environments with diverse stakeholders?
• Are you comfortable in a dynamic, international tech environment?
• Do you thrive in collaborative team settings?

ASSUMPTION: Candidates suited for the role should align with Clio's innovative and inclusive values, particularly in a team-based, fast-paced environment.

⚠️ Potential Challenges

• Navigating complex international market dynamics
• Building relationships across different cultures
• Maintaining performance in a high-pressure sales role
• Adapting to rapid industry and technological changes

ASSUMPTION: The challenges reflect the need for a robust strategic mindset and excellent interpersonal skills to succeed in the role.

📈 Similar Roles Comparison

• Similar roles often require strong negotiation and interpersonal skills
• Typically involve driving sales in new and existing markets
• Tend to focus on customer outreach and developing long-term partnerships

ASSUMPTION: Compared to similar roles, this position likely offers a greater scope for international responsibility and larger deal sizes.

📝 Sample Projects

• Lead the expansion strategy for mid-market firms in APAC
• Develop a new pipeline forecasting model
• Integrate a regional CRM solution with global team standards

ASSUMPTION: Sample projects likely revolve around strategic initiative implementations and market expansion planning.

❓ Key Questions to Ask During Interview

• How does Clio support professional growth within the APAC sales team?
• What are the biggest challenges Clio faces in the APAC market?
• Can you describe the team structure and dynamics?
• How are sales targets and KPIs determined?
• What opportunities for innovation exist within the team?

ASSUMPTION: Preparing these questions aids in aligning applicant expectations with Clio’s strategic goals and team culture.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Prepare your resume focusing on key skills and achievements
• Include a tailored cover letter emphasizing relevant experience
• Showcase your knowledge of SaaS and market expansion
• Be ready for multiple interview rounds focusing on technical and strategic skills

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.