Enterprise Account Manager in Edinburgh

Wordsmith is building the legal operations platform for in-house teams, and we are growing fast. We believe in-house legal is becoming one of the most important functions in the AI era. Every business is moving faster, but legal work is still too often scattered across inboxes, chats, documents, and disconnected systems. Wordsmith brings that work into one system. Requests come in from across the business, AI agents handle the routine, lawyers stay in control where judgment matters, and every step is captured as work happens.

We are built for in-house legal, not law firms. Our goal is to help legal teams move faster, reduce unnecessary external counsel spend, and become a function the business can run with. More than 500 companies, including Financial Times, Safelite, Trip.com, Canva, Starling, and Sage, use Wordsmith. Backed by $100M from Index Ventures, General Catalyst, Highland Europe, and others, we are building one of the defining companies in legal AI.

The Role: Our Enterprise customers need a fundamentally different motion from the rest of our book. Two things have to happen simultaneously from the moment they sign: deep organizational embedding and commercial expansion. This role exists to hold both of those motions in a single owner. This isn't a traditional, passive customer success role—it is a sophisticated, highly commercial post-sale seat. You will work directly alongside the Account Management Lead to build the Enterprise function (the playbook, the pod model, and the operating cadence) while personally owning and expanding a portfolio of our largest, most complex customers. Your success will be measured on Net Revenue Retention (NRR) and book growth. You must treat onboarding as the highest-signal moment to map stakeholders, uncover adjacent teams, and structure expansion plays from day one.

What You'll Do:

• Commercial Expansion & Relationship Management: Own the Enterprise Lifecycle: Manage the end-to-end commercial relationship with a portfolio of Enterprise accounts, from post-sale through onboarding, adoption, renewal, and expansion.
• Drive Net Revenue Retention: Own net revenue retention and expansion as your primary commercial metrics. You are measured on the growth of your book, not just its preservation.
• Build Executive Alliances: Develop strong relationships with GCs, COOs, and operational leaders across your accounts, leading strategic QBRs and orchestrating exec-to-exec engagement.

Implementation & Operational Delivery:

• Lead Enterprise Onboarding: Run complex, multi-workstream onboarding programmes with clear milestones, comprehensive stakeholder maps, and executive sponsorship.
• Orchestrate the Pod: Act as the strategic leader for a dedicated pod, working closely with an assigned legal engineer and change management partner on your largest accounts.
• Write the Playbook: Contribute actively to the evolving Enterprise playbook—defining what 'good' looks like, what we deliver, and how our pod model scales.

What We’re Looking For:

• Essential: 5+ years of enterprise experience selling into enterprise accounts (legal tech, B2B SaaS, or adjacent categories), with a proven track record of closing six- and seven-figure deals.
• 2+ years in a post-sale account leadership role, such as Enterprise CSM, Strategic Account Manager, or similar commercial relationship seats.
• Proven execution with top-tier buyers: Experience running multi-quarter implementations and account planning with FTSE 100, Fortune 500, or equivalent global enterprises.
• Comfort carrying a revenue number: You have directly owned renewal, expansion, or net revenue retention targets and consistently hit them.
• Commercial fluency with technical buyers: You can confidently hold your own in a room with a General Counsel, a CIO, and a Head of Legal Ops.
• Strong project management instincts: You can successfully manage a granular workstream plan and deliver a crisp executive board update in the same week.

How You Work:

• Post-sale is still a sale: You believe every QBR and onboarding milestone is an expansion conversation in disguise.
• High velocity: You are direct, commercially minded, and allergic to corporate filler. You’d rather iterate on a short draft than ship a perfect presentation deck three weeks late.
• Versatile: You can hold the room with a C-suite buyer and seamlessly roll up your sleeves on a project plan the next hour.

Valued:

• Background in law, legal tech, or directly selling to corporate legal departments.
• Experience in an early-stage or scaling company where you’ve built process rather than inherited it.
• Familiarity with AI-native products and the unique adoption and governance conversations that come with them.

Why This Role Matters:

• You will be the foundational builder of our Enterprise function, directly shaping the pod model and the commercial playbook that dictates how Wordsmith scales.
• You will have the autonomy to treat post-sale as a high-growth sales engine—this is a high-visibility, high-impact role at a company moving fast.
• You will work with a sharp, motivated team that operates with intensity and takes genuine ownership of outcomes.

What You Can Expect:

• Competitive base salary + commission, heavily weighted toward expansion success and NRR.
• Meaningful equity in a category-defining AI company.
• A highly collaborative, hybrid working environment from our London or Edinburgh offices (3 days per week).
• Working with a leadership team that genuinely respects commercial judgement and moves fast.

How We Work:

• We’re an in-office team. We work together because it helps us collaborate closely across product, engineering, and GTM teams. You should expect to be in the office as your default.
• This is a high ownership role. You’ll be trusted to run projects, work directly with enterprise executives, and drive revenue outcomes without heavy oversight.