New Logo Account Executive – Professional Services (Law Firms & GSIs)

Overview

In this role you drive net new revenue and portfolio expansion within a defined set of Law Firm and GSI accounts in the UK, selling the full Salesforce platform with a focus on business value and ROI. You will lead with the MEDDPICC qualification framework, coordinate cross-functional go-to-market resources, and build advisory relationships up to the C-suite. You’ll articulate how Salesforce’s Agentic-first transformation and AI capabilities enable client growth and operational excellence. This is a chance to influence large, multi-stakeholder deals while embodying Salesforce values and driving strategic outcomes.

Responsibilities

• Develop and execute strategic account plans for named Law Firm and GSI accounts, driving new and expansion revenue across the Salesforce platform
• Sell the complete Salesforce portfolio with focus on business value, ROI, and growth outcomes relevant to the customer
• Apply MEDDPICC qualification rigor to opportunities, identifying Economic Buyers, decision criteria, pain points, champions, and maintaining forecasting
• Orchestrate the go-to-market team (Solutions Engineers, Executive Sponsors, Product Specialists, Customer Success, Partners) to allocate resources at the right time
• Build and maintain trusted advisory relationships from LOB owners to C-suite and board stakeholders
• Demonstrate interpersonal skills as a differentiator by linking Salesforce value to stakeholder priorities
• Lead conversations on Agentic-first transformation, highlighting AI and autonomous workflows as growth drivers
• Maintain pipeline health, forecast accuracy, and deal hygiene in Salesforce CRM
• Represent Salesforce values in all interactions

Key requirements

• Significant enterprise software or SaaS sales experience with a track record of meeting or exceeding quota
• Experience selling into Professional Services, Legal, or Partner/GSI accounts at senior levels
• Mastery of MEDDPICC or equivalent enterprise sales qualification methodology
• Proven ability to operate at C-suite and board level
• Experience orchestrating large, cross-functional internal teams and partner ecosystems across complex deal cycles
• Strong value-based selling skills and ability to articulate financial and strategic impact
• High interpersonal skills for authentic stakeholder relationships
• Excellent verbal and written communication skills
• Proficiency in Salesforce CRM and standard enterprise sales tools

• strong interpersonal skills
• excellent communication
• relationship-building
• Salesforce CRM
• MEDDPICC
• multi-cloud Salesforce solutions

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