Founding Account Executive at Ember AI for law firms

🚨🚨🚨 New Job Post 🚨🚨🚨 Posted By: Ha Nguyen LinkedIn URL: https://www.linkedin.com/in/hanguyen-spero/ Email: [email protected] /// The Hiring Company Company: Ember AI Type of Company: Tech Company HQ: Palo Alto, CA Website: ember.new /// The Job Title: Founding Account Executive Description of the Role: Founding Account Executive, Law Firms Location: Remote, US based, with frequent travel to firm offices in NYC, DC, Chicago, LA, SF and London. We don't have an office. The team works from wherever the customers are. Every law firm is buying the same AI. The tools are good, and they lift every firm to the same baseline. The firms that pull ahead will do it with systems built from their own judgment, workflows and work product. That shift is happening now. Firms are moving from trying AI tools to deciding what they want to own. We are live inside an Am Law 10 firm, in advanced discussions with another Am Law 10 firm, and in conversations with several Am Law 50 firms. In our first deployment, work that took 50 to 100 attorney hours now takes 1 to 2 hours of review. We keep adding new workflows. You will be our first dedicated seller for law firms. You will close our next wave of firms and help shape how Alkaline goes to market. This is a founding role, and you will build the playbook, not inherit one. What you'll do Run the full sales cycle with Am Law 50 firms: discovery, demo scoping, proposal, procurement, security review, close and expansion. Build trusted relationships with managing partners, practice group heads, Chief AI and Innovation Officers, CIOs and KM leaders. Lead discovery with firm leadership to find the workflows where proprietary AI changes the result, and put that result in terms a partner can measure. Build a point of view for each firm that connects what we can build to the business outcome, and present it to the technical and the business decision makers in the room. Partner with our forward-deployed engineers and product team to scope semi-custom workflow engagements, and turn them into proposals that partners can approve. Guide firms through information security, confidentiality and client-consent reviews, working with our technical team. Work warm introductions from our founders' network, and open new doors yourself. Sharpen our pitch, positioning and objection handling with the founders. Write down what works so the next seller can run it. Spend real time in person at firm offices. That is where these deals are won. Bring what you hear in the field back to product and delivery. What we're looking for Several years of enterprise sales experience, closing complex deals with multiple senior stakeholders as the lead seller. Experience selling SaaS and services in B2B, with complex implementations and integrations. This is a different motion from transactional or consumer sales, and we need someone who has run it. Early-stage experience. You have sold without a brand, a playbook or a large support team behind you. Strong communication and executive presence. Senior partners and firm executives trust you quickly. A consultative approach. You diagnose before you prescribe, and you are comfortable pricing a scoped engagement. You use AI in your own work every day. You can demo it live, explain what it does well, and be honest about its limits. You can sit across from a managing partner and a CIO in the same meeting, run the technical discovery, and turn a complex AI system into the outcome each of them cares about. The most influential people at the firm should leave wanting the next meeting. Enough grasp of system architecture to run the demo and hold a credible technical conversation. Technical support is there, but you will be the one solving a business problem with a technology solution in front of the buyer. Expert at stakeholder mapping, account planning and orchestrating complex deals. Works well in a team selling environment alongside the founders, forward-deployed engineers and product. You a