What are the responsibilities and job description for the Account Executive position at Mary Technology?
About Mary:
Legal cases are won and lost on a single fact, found too late or never surfaced at all. Mary is fixing that.
We're building the world's first Fact Management System: a new category of legal infrastructure that transforms how lawyers find and reason with facts across thousands of documents. Founded in Sydney and trusted by 2,000 lawyers across Australia, the UK, and the US, we recently raised $7M for our launch in the United States.
If you want to shape how a new category of legal software gets sold in the AI era, we'd love to meet you.
The Role:
We're looking for our first Account Executive on the ground in the US. A full-cycle closer who can build pipeline from zero, run deals end-to-end, and help write the playbook a future sales team will run on.
You'll work directly with our CCO to land Mary's first US customers across corporate litigation and family law firms. There's no established territory and no playbook handed to you. You'll build the motion, close the deals, and feed what you learn back into product and marketing. This is a San Francisco-based, on-site role with regular travel to customer sites and legal industry events.
What You'll Do:
- Build outbound pipeline from scratch: cold sequences, warm intros, events, and whatever creative angles work
- Run the full sales cycle: discovery, demo, proposal, negotiation, close
- Develop deep expertise in two buyer profiles, corporate litigation and family law, and tailor the approach to each
- Work shoulder-to-shoulder with the CCO to refine messaging, test approaches, and document what's repeatable
- Feed structured insight back to product and marketing: objections, competitor intel, gaps, and what actually moves buyers
- Help shape the SDR/BDR role when pipeline volume justifies the hire
What We're Looking For:
Craft
- 3 years in a full-cycle closing role with consistent quota attainment
- A track record of personally generating pipeline through outbound
- Experience selling into law firms, legal ops, or legal tech is a strong plus. At minimum, comfort with complex B2B sales into professional services
- Fluency with AI tools in your own sales workflow
Mindset
- Founder or early-employee DNA. You've built something from scratch, or you treat every role like it's your own business
- Low ego, high collaboration. You give honest feedback to leadership, share insight openly, and take coaching without flinching
- You're comfortable with ambiguity and long sales cycles, and you don't need structure handed to you to make progress