What are the responsibilities and job description for the Sales Account Executive position at Mary Technology?
About us:
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 - including Maurice Blackburn, Shine Lawyers, and Hall & Wilcox - we recently raised $7M for our launch in the United States.
If you want to sell the foundational layer of the AI-era legal system into the US market, we’d love to meet you.
The role:
We’re looking for a full-cycle Account Executive to help us build our US presence from the ground up. This is an outbound-first role - you’ll prospect, qualify, demo, and close alongside the Chief Commercial Officer. Two primary markets: corporate litigation firms, and family law firms.
You are not walking into an established playbook. You are helping write it. That means the wins are bigger, the learning curve is steeper, and the upside is real. This is a San Francisco-based role with regular travel to customers.
What you'll do:
- Build pipeline from scratch through outbound prospecting - cold outreach, warm introductions, conference presence, and creative sequencing. You do not wait for inbound.
- Run the full sales cycle: discovery, demo, proposal, negotiation, and close. You own the deal from first touch to signed contract.
- Develop deep expertise in two distinct buyer profiles - corporate litigation and family law practitioners - and tailor your approach to each.
- Work directly with the CCO to refine messaging, test new approaches, and build the repeatable motion that will eventually scale into a team.
- Feed structured insight back from the market - objections, competitor intel, product gaps, and what actually moves buyers to act.
- Use AI tools natively in your sales workflow: research, outreach personalisation, call prep, and follow-up. You move faster than a traditional rep.
- Represent Mary at legal industry events, bar association gatherings, and litigation conferences. You build a presence in the market, not just a pipeline.
About you:
- 3 years in a full-cycle closing role, with evidence of consistent quota attainment. You can show us a number.
- Outbound experience is non-negotiable. You know how to build pipeline without relying on marketing to hand it to you.
- Experience selling into law firms, legal operations, or legal tech is a strong advantage. You understand how lawyers buy and how long it takes.
- Comfortable with complex, multi-stakeholder deals where the economic buyer and the end user are different people.
Mindset
- You are energised by building, not inheriting
- You are intellectually curious about the domain
- You use AI tools as a genuine multiplier in your work
- You give honest feedback to the business, even when it’s uncomfortable
Experience Level
- Mid to senior AE preferred. We care more about outbound track record and domain fit than years on a resume.
- Background in legal tech (Clio, Harvey, CaseText, Relativity, Litera, Thomson Reuters, or similar) is a strong plus.
- Comfortable working closely with a founder or CCO at seed stage, where the feedback loop is tight