Senior Account Executive

Job ID 2025-9581

Sales Pleasanton, California

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Description

Location: Pleasanton, CA (Hybrid: 3 days onsite, 2 days remote)

Senior Account Executive at Martindale-Avvo Leads Inside Sales

Martindale-Avvo Leads is seeking a high-performing Senior Account Executive (SAE) to join our Acquisition Sales organization. This role is designed for experienced sales professionals who excel at consultative, ROI-driven selling in a fast-paced, competitive environment. As an SAE, you’ll be responsible for acquiring new law firm clients, positioning Martindale-Avvo’s Leads digital marketing solutions, and consistently exceeding revenue goals while modeling best-in-class sales execution.
The legal industry is evolving rapidly, and attorneys are looking for trusted partners to help them compete in an increasingly digital-first market. Our Senior Account Executives are at the forefront of this transformation - helping law firms expand visibility, win new clients, and measure ROI through Martindale-Avv Leads’ marketing and advertising solutions.

What You’ll Do

  • Drive new business acquisition through high-volume outbound prospecting, consultative discovery, and tailored solution presentations.
  • Lead with ROI and consultative value: position Martindale-Avvo Leads’s advertising digital marketing products in a way that connects to firm-specific growth goals.
  • Own the full sales cycle: from prospecting and qualifying through discovery, proposal, negotiation, and closing.
  • Master pipeline management: maintain disciplined activity, pipeline accuracy, and forecasting within Salesforce.
  • Leverage data-driven insights: use metrics, reporting, and market trends to target opportunities and improve client outcomes.
  • Negotiate with confidence: handle objections, present competitive differentiation, and close deals at or above minimum pricing thresholds.
  • Act as a peer leader: model sales excellence, share best practices and mentor new hire Account Executives.
  • Adapt and thrive through change: embrace new sales tools, evolving buyer behaviors, and product launches with agility and resilience.
  • Accurate(+/- 5%) weekly forecasting
  • Proficient in a sales methodology (BANT, MEDDPIC, etc.)

What You Bring

  • Preferred 5+ years of B2B inside sales experience, including 2–3+ years of closing experience with a proven track record of consistently exceeding quota.
  • Strong consultative selling skills with the ability to uncover business pain points, articulate ROI, and deliver compelling solution presentations.
  • Demonstrated ability to manage a short-to-medium sales cycle (2–4 weeks) while maintaining high activity levels.
  • Proven success in new business acquisition — cold calling, objection handling, pipeline creation, and disciplined follow-up.
  • Technical proficiency:
    • Fluency in Salesforce (or equivalent CRM) - building reports, maintaining pipeline hygiene, and pulling insights for decision-making.
    • Strong working knowledge of Outreach or other sales engagement tools.
    • Comfort with Google Suite and other productivity platforms.
  • Excellent communication skills: professional verbal presence, confident presentations and on-video demos, and polished written follow-up.
  • High resilience and growth mindset - competitive, coachable, and committed to continuous improvement.
  • Background in digital marketing, SaaS, or SMB marketplaces preferred.
  • Experience with sales or involvement in the Legal Industry also preferred.

Compensation & Benefits

  • Base salary: $70k
  • Uncapped commission with OTE $100k+ for top performers
  • Paid vacation, holidays, and sick leave (where applicable)
  • Medical, dental, and vision benefits
    401(k) with company match
  • Accessible leadership team and transparent career growth paths
  • Recognition programs, performance incentives, and professional development opportunities





About Internet Brands

Internet Brands®, headquartered in El Segundo, Calif, is a fully integrated online media and software services company focused on four high-value vertical categories: Health, Automotive, Legal, and Home/Travel. The company's properties and platforms include the WebMD, Medscape, and Henry Schein ONE networks, which are the global leaders in their markets; Nolo, Avvo, and Martindale, which form the largest consumer information provider in the legal market; and CarsDirect, Fodor's Travel, and many others which are leaders in their key vertical markets. Internet Brands' award-winning consumer websites lead their categories and serve more than 250 million monthly visitors, while a full range of web presence offerings has established deep, long-term relationships with SMB and enterprise clients. The company's powerful, proprietary operating platform provides the flexibility and scalability to fuel the company's continued growth. Internet Brands is a portfolio company of KKR and Warburg Pincus.

 

Internet Brands and its wholly-owned affiliates are an equal opportunity employer.

 

For more information, please visit www.internetbrands.com. Internet Brands and its wholly owned affiliates are an equal opportunity employer.

 

Notice to California residents: you can find information about our privacy practices, on: https://www.internetbrands.com/work-with-us/cpra

 

 

 

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