Sales Executive (E-Discovery)

Nuix · United States · posted today ago

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About this role

We're on a mission to be a Force For Good, through our People, Products and Purpose at Nuix. This extends to our People. We're fiercely passionate, love working at pace, thrive in ambiguity, live, and breathe outside of the box, and above all are good humans. We're determined to make a positive difference in the world, whether through our solutions which help the top companies, governments and agencies find the truth and combat illegal activities, or through our people who care about contributing and giving back both within, and outside, of Nuix. We are a Force For Good. We're selective about who comes on board, and you should be too. But if the above sounds like a match, get in touch today and get ready for the possibility of starting a once-in-a-career journey

Role Overview:

Nuix builds software that finds the truth in complex, voluminous data. Our platform is used by governments, corporations and law enforcement agencies to investigate, analyse and understand digital information at a scale and speed that no other technology can match. As a Sales Executive specialising in Nuix Discover, you will be responsible for growing a significant book of enterprise business across your assigned territory, working with law firms, corporate legal departments, litigation support providers and eDiscovery service organisations that face the most demanding document review, legal discovery and litigation readiness challenges in the world. This is a full-cycle, platform-focused sales role requiring deep familiarity with eDiscovery workflows and legal technology buying behaviour, the patience to navigate extended procurement processes and the credibility to engage with litigation support managers, review counsel, in-house legal teams and executive decision-makers in the same conversation.

You will operate as a senior individual contributor, owning your territory with a high degree of autonomy. You will be expected to build and sustain a healthy pipeline across law firms, corporate legal, and litigation service providers, orchestrate internal resources across pre-sales, legal and customer success, and close complex, high-value software and SaaS agreements. Success in this role demands a sophisticated understanding of eDiscovery market dynamics, a consultative approach to uncovering and solving multi-layered legal and operational problems, and the discipline to manage long, multi-stakeholder sales cycles through to a consistent and growing outcome.

Location:

This role is 100% remote unless you are within commuting distance to one of our offices in Reston, VA or Pittsburgh, PA. If you are within commuting distance the role would be hybrid.

We're excited to be hiring multiple team members for this role, creating several opportunities for qualified candidates to join our growing organization.

Key Responsibilities

Own and grow a defined territory of enterprise accounts across law firms, corporate legal departments and litigation support providers. Develop and execute an annual territory plan that targets net-new logos and expansion within existing accounts, with deliberate coverage across Am Law and Global 100 firms, corporate in-house teams and eDiscovery service organisations.
Drive the full sales cycle from initial qualification through to contract execution and handover. Apply a structured qualification methodology such as MEDDPICC to assess opportunity quality, manage stakeholder consensus and advance complex deals through procurement and legal approval processes with discipline and accuracy.
Build and maintain executive-level relationships across each target account in the legal and eDiscovery market. Engage decision-makers at every level of the buying organisation, from litigation support and review managers to General Counsel and C-suite, ensuring Nuix Discover is positioned as the platform of record for eDiscovery and document review.
Develop and maintain a pipeline that is sufficient in volume and quality to meet and exceed quota. Maintain accurate opportunity data and forecast commitments in the CRM at all times, giving the business reliable visibility of expected revenue across short and long-horizon deals within the legal technology sector.
Lead the commercial and contractual negotiation on all opportunities within your territory. Construct commercial proposals that reflect the full value of Nuix Discover, then negotiate terms that protect margin, address legal-specific procurement requirements and establish the foundation for a long-term customer relationship.
Coordinate internal resources to deliver a compelling and consistent buyer experience throughout each sales engagement. Direct pre-sales engineers, product specialists and executive sponsors at the right moments in the cycle to strengthen the business case and address technical, workflow or commercial objections specific to legal and eDiscovery buyers.
Represent Nuix Discover at key legal technology industry events, conferences and association forums. Maintain an active presence at venues such as ILTACON, Legaltech and regional bar association events to build market profile, generate pipeline and remain current on the competitive and regulatory landscape.

Skills, Knowledge and Expertise

Demonstrated success selling eDiscovery, legal technology or litigation support software on extended enterprise sales cycles. A consistent track record of closing high-value, multi-stakeholder agreements with law firms, corporate legal departments or litigation service providers, with direct familiarity with how legal teams evaluate and procure technology.
Established relationships and the ability to open doors across the legal and eDiscovery market. An existing network spanning litigation support professionals, eDiscovery counsel, General Counsel and legal operations leaders that enables credible first conversations and accelerates pipeline development from day one.
Deep working knowledge of eDiscovery workflows, document review processes and legal data management. The ability to hold a credible, detailed conversation about data collection, processing, culling, review and production, and to connect Nuix Discover's capabilities directly to the operational and legal challenges a buyer is facing.
Fluency in a structured sales qualification methodology applied to long and complex legal technology cycles. Practical experience applying MEDDIC, MEDDPICC, Challenger or an equivalent framework to qualify, advance and close enterprise opportunities that span multiple quarters, firm budget cycles or corporate procurement rounds.
The range and confidence to sell credibly to practitioners, technical evaluators and senior legal executives. Demonstrable experience navigating large law firms and corporate legal organisations, adapting approach, language and value proposition to meet the needs of litigation support staff, review counsel, legal operations and General Counsel alike.

Desired Expertise:

Prior experience selling into Am Law 200 firms, Global 100 firms or large corporate in-house legal teams. Familiarity with the specific procurement structures, rate card expectations, preferred vendor programmes and relationship dynamics of large law firm or corporate legal buying groups is a meaningful commercial advantage.
Working knowledge of regulatory and compliance-driven discovery obligations such as GDPR, SEC or DSAR workflows. Candidates who understand how regulatory requirements shape data collection, review and production obligations will build credibility more quickly with legal operations and compliance-adjacent buyers.
Active participation in legal technology associations or industry bodies. Membership or involvement in organisations such as ILTA, ACEDS or equivalent regional bodies signals genuine market immersion and provides ongoing access to the buyer networks most relevant to this role.

About Nuix

Nuix is on an incredible journey of transformation, aligning our strengths with our ambitions to pursue greater opportunities. As we expand our global team and extend our skills and expertise, we are unified as one Nuix team guided by our shared values.

Vision:Finding Truth in a Digital World.

Mission:Nuix creates innovative software that empowers organisations to simply and quickly find the truth from any data in a digital world. We are a passionate and talented team, delighting our customers with software that transforms data into actionable intelligence.