Account Executive

As an Account Executive at Opus 2, you will be the primary driver of new business growth across the UK and EMEA, with a focus on winning new logos within the top 50 law firms. This is a senior role suited to a high‑calibre sales professional who thrives on hunting for new opportunities and building relationships at the most senior levels of the legal market. You will own the full sales cycle from first contact through to close, bringing a consultative, strategic approach to engaging partners, associates, and innovation teams at target firms. You will operate with autonomy and pace, building a strong pipeline of qualified opportunities and converting them into long‑term Opus 2 clients. Success depends entirely on your ability to identify, engage, and win new clients in a competitive and relationship‑driven market.

What you'll be doing:

• Build and own a pipeline of new business opportunities across top 50 UK law firms and targeted EMEA accounts, from first outreach through to close.
• Proactively prospect and cold contact senior stakeholders including partners, heads of disputes, litigation support directors, and innovation leads.
• Lead consultative enterprise sales cycles, conducting thorough discovery, tailoring the Opus 2 value proposition to each firm’s strategic priorities and workflow.
• Develop a deep understanding of the legal technology landscape and each target firm’s competitive environment to position Opus 2 effectively.
• Translate discovery insights into clear, compelling commercial proposals anchored to each client’s objectives and case needs.
• Maintain deal momentum through disciplined pipeline management, defined next steps, and proactive multi‑stakeholder engagement.
• Achieve and exceed defined sales targets and quota on a monthly, quarterly, and annual basis.
• Collaborate with Solutions Consulting, Customer Success, Marketing, and Hearings teams to progress and win opportunities.
• Maintain a rigorous and accurate pipeline in Salesforce, including opportunity status, forecast amounts, and projected close dates.
• Represent Opus 2 at client meetings, industry events, and marketing initiatives to build profile and source new opportunities.
• Feed client and prospect insights back into product development, marketing, and sales strategy.

What we're looking for in you:

• We are looking for a senior, highly driven new business hunter who combines strategic thinking with relentless execution.
• You will be credible and confident engaging the most senior stakeholders in the legal market, and you will have a demonstrable track record of opening and winning new accounts in complex, relationship‑driven environments.

Experience:

• Significant experience selling technology solutions into large UK law firms, with a clear track record of new business wins.
• A minimum of 6 years of field sales experience selling software or SaaS solutions, ideally within legal or professional services technology.
• Proven ability to run complex, multi‑stakeholder enterprise sales cycles independently from prospecting through to close.
• Demonstrable success in cold outreach, pipeline creation, and consistent attainment at 100% or above of quota.
• Experience selling to senior decision‑makers including equity partners, practice group heads, and C‑suite level operations leaders.
• Litigation or legaltech background is a strong advantage.

Skills & Competencies:

• Hunter mentality: proactive, persistent, and energised by finding and developing new opportunities rather than managing existing relationships.
• Motivated self‑starter who takes full ownership of their pipeline and does not need to be directed or managed closely.
• Strong consultative selling skills with the ability to map Opus’s capabilities to a client’s specific workflow, pain points, and strategic goals.
• Executive presence and the credibility to build trusted relationships at partner and senior management level within the UK’s most prestigious law firms.
• Commercial sharpness: able to develop proposals, lead commercial negotiations, and close complex deals.
• Disciplined pipeline manager with strong forecasting accuracy.
• Excellent written and verbal communication skills, including the ability to craft persuasive proposals and presentations.
• Proficient in Salesforce, MEDDPIC, and the Microsoft Office suite.

Personal Attributes:

• Highly ambitious and target‑driven with an intrinsic motivation to win.
• Operates with autonomy, pace, and personal accountability.
• Strong intellectual curiosity and the ability to quickly absorb a complex product and market.
• Collaborative by nature, working effectively with internal teams to move deals forward.
• Professional, credible, and comfortable representing Opus 2 at the highest levels of the legal market.

What Success Looks Like:

Success in this role means building a strong, high‑quality pipeline of net new opportunities within the top 50 law firms, converting those opportunities into signed clients, and consistently achieving or exceeding your sales targets. Account Executives operate as true hunters: self‑directed, persistent, and commercially sharp, capable of taking an opportunity from a cold call all the way through to a signed agreement.

Working Arrangements:

This is a hybrid role. You will work from home on Mondays, Tuesdays, and Fridays. The whole UK sales team comes together in our London office every Wednesday and Thursday, providing structured collaboration time for deal reviews, team planning, and shared learning. Some client‑facing travel across the UK will be required as part of the role.

Working for Opus 2:

Opus 2 is a global leader in legal software and services, trusted partner of the world’s leading legal teams. All our achievements are underpinned by our unique culture where our people are our most valuable asset. Working at Opus 2, you’ll receive:

• Contributory pension plan.
• 26 days annual holidays, flexible working, and length of service entitlement.
• Health Insurance.
• Loyalty Share Scheme.
• Enhanced Maternity and Paternity.
• Employee Assistance Programme.
• Electric Vehicle Salary Sacrifice.
• Cycle to Work Scheme.
• Calm and Mindfulness sessions.
• A day of leave to volunteer for charity or dependent cover.