Account Executive Italy - Mid-Market

ph3Overview /h3 pOur Mission: At Doctrine, we're building Europe\'s leading legal AI platform. Our belief is that law shouldn\'t be slowed down by repetitive tasks and should be augmented by a specialised AI designed to understand, analyse and produce legal reasoning at the highest standard. Our ambition is to help legal professionals work with greater reliability, efficiency and peace of mind through a single, comprehensive and secure platform. Today, 27,000 legal professionals across five countries (France, Italy, Germany, Spain and Luxembourg) trust us to do just that. Our growth is guided by a clear approach: a global vision, grounded in a deep understanding of local specificities. Behind this ambition is a team of around 250 people, united around one goal: supporting lawyers and legal professionals at every stage of their work, from research to drafting. Doctrine employs over 250 people and has been growing steadily and profitably for several years. Now multi-country and multi-product, we are scaling our presence in Italy and moving up-market. We are looking to strengthen the team that owns the Italian market, with a focus on mid-market and enterprise accounts. Reporting to our Head of Sales International, you will own the full sales cycle on mid-market and enterprise accounts, from prospecting to closing, as well as the expansion of your portfolio. To succeed, you\'ll need a deep understanding of your clients and their drivers, the ability to navigate complex, multi-stakeholder deals, and close collaboration with our product, sales ops, and marketing teams. /p h3Responsibilities /h3 ul liOwn the full sales cycle on mid-market and enterprise accounts, from outreach to demos, negotiation, and closing /li liBuild and execute account strategies for complex, multi-stakeholder deals with longer cycles and higher ACV /li liCombine outbound prospecting with inbound to build a strong, qualified pipeline /li liExpand and renew your existing portfolio (land and expand) /li liUnderstand your prospects\' challenges in depth and build relevant go-to-market strategies /li liShare insights and learnings from the Italian market with the internal Italian squad /li liAchieve the monthly targets set by the company for your segment /li /ul h3Profile /h3 ul liYou are fluent in Italian /li liYou have solid sales experience, ideally in SaaS, selling to mid-market and/or enterprise accounts /li liYou are comfortable running complex deals and engaging multiple stakeholders, including C-level /li liYou have a hunter mindset and aim to exceed your sales targets /li liYou have excellent written and verbal communication skills: you listen actively and communicate with empathy, clarity, and precision /li liYou are extremely rigorous and detail-oriented /li liYou have a strong sense of ownership and a taste for challenges: you thrive in demanding environments, are motivated by performance-based incentives, and appreciate an uncapped variable compensation /li liKnowledge of the legal sector is a plus /li liThe role can be based in Paris or Milan, with occasional travel within Italy /li /ul h3What\'s In It For You /h3 ul liA flexible remote work policy, allowing up to three days of remote work per week (depending on your team) /li liA flexible leave policy /li liReal internal mobility opportunities /li liRegular team events /li liA genuine focus on individual and collective learning, with a €750 annual budget for training related to your role, plus team-wide and company-wide training sessions /li liA Gymlib subscription for sports and wellness activities /li liFree access to the Moka.care mental health support platform, including up to 6 individual sessions per year /li liHealth insurance with Alan /li liA Swile card for meal vouchers and sustainable mobility allowance (€66.60/month) /li liDiscounts and perks via our Works Council (CSE) on the Happypal platform /li liBrand new Apple equipment /li /ul h3Our values /h3 pAt Doctrine, our 4 values guide us every day as we work to move things forward. /p ul libChallenge the status quo: /b we champion bold ideas that drive change across an entire industry. /li libLiberty and responsibility: /b we encourage autonomy, individual impact and ownership. /li libKnowledge is power: /b information is at the heart of Doctrine\'s mission, and we constantly strive to grow. /li libRelease early, release often and listen to your customers: /b we believe in the power of iteration and in constantly listening to our market, our customers and their challenges. /li /ul h3Our hiring process /h3 ol liA 30-min intro call with one of our Talent Acquisition Managers to understand your career goals and walk you through what we\'re building at Doctrine. /li liA 1-hour conversation with your future manager to dive into the role, team scope and answer all your questions. /li liOne or two technical assessments to evaluate your skills in practice. /li liAn office visit including: lunch with 3 people from different teams to give you a feel for your future colleagues; a values conversation to share our vision; and a meeting with our CEO, Guillaume. /li /ol p(The process can be adapted to fit your personal and professional constraints if needed.) /p h3Diversity inclusion /h3 pAll our roles are open to people with disabilities. We\'re committed to putting in place whatever adjustments are needed to ensure a working environment that works for everyone. /p /p #J-18808-Ljbffr