Role description
LaurelLaurel is on a mission to return time. As the leading AI Time platform for professional services firms, we’re transforming how organizations capture, analyze, and optimize their most valuable resource: time. Our proprietary machine learning technology automates work time capture and connects time data to business outcomes, enabling firms to increase profitability, improve client delivery, and make data-driven strategic decisions. We serve many of the world's largest accounting and law firms, including EY, Aprio, Crowell & Moring, and Frost Brown Todd, and process over 1 billion work activities annually that have never been collected and aggregated before Laurel’s AI Time platform.
Our team comprises top talent in AI, product development, and engineering—innovative, humble, and forward-thinking professionals committed to redefining productivity in the knowledge economy. We're building solutions that empower workers to deliver twice the value in half the time, giving people more time to be creative and impactful. If you're passionate about transforming how people work and building a lasting company that explores the essence of time itself, we'd love to meet you.
Laurel is seeking a world-class Strategic Account Executive to drive growth and forge lasting relationships with prospective customers. As a vital member of our team, you'll collaborate closely with Marketing, Account Management, Product Data, and Engineering to anticipate and exceed customer expectations. We are passionate about delighting our customers, and we're seeking someone who shares that passion.
If you are experienced enough to hit the ground running, yet willing to roll up your sleeves and tackle various tasks in a lean start up environment this is the place for you.
What you will do:
Sales Process:
Identify and engage senior stakeholders within the largest strategic global companies - both consultancies and accounting companies
Consistently achieve and exceed sales quotas for your assigned territory and/or accounts
Maintain robust pipeline development activity to achieve over seven figures
Overcome technical business objectives from prospective customers as needed
Conduct online or on-site product demonstrations for qualified prospects
Respond to RFPs for qualified business opportunities where Laurel is a strong fit
Collaborate with the Engineering team to ensure successful deal implementation and work with Account Management for firmwide activation
Demonstrate Laurel's ROI and business impact to C-level stakeholders
Product and Market Knowledge:
Maintain a deep understanding of Laurel's product and roadmap
Articulate Laurel's impact at both the organizational and industry levels
Continuously gather and analyze industry and competitive data to maintain a strong market position
Provide feedback to colleagues on customer needs, industry trends, market perceptions, and competitive intelligence
Sales Administration:
Maintain rigorous Salesforce pipeline hygiene
Accurately forecast monthly, quarterly, and annual opportunities
Prepare presentations, formal proposals and price quotes, ensuring all necessary paperwork is completed to process orders
Plan, promote, and conduct key business development events within your territory
You will be a great fit if you have:
Proven track record of successfully closing $200k+ deals within a 6-12 month sales cycle
At least 5 years experience in top-down, enterprise-wide software sales
Experience in an early-stage startup (Series B or earlier), demonstrating the ability to succeed with limited resources, undefined processes, and without repeatability
Success in operationalizing a founder-led Sales Playbook
Consistent history in meeting or exceeding quotas
Expertise in building relationships and presenting to C-suite level customers
Ability to lead a complex, multi-threaded sale with stakeholders ranging from executives across various functions to day-to-day product users - especially the ability to convey technical concepts to non-technical audiences
Highly autonomous, passions and creative with excellent verbal and written communication skills and meticulous attention to detail
Mastery of Salesforce and common software tools (e.g. G Suite, Zoom, Teams, Canva, ChatGPT, etc.)
Demonstrated ability to use AI tools in day-to-day workflows (e.g. drafting, research, call prep, CRM hygiene)
Curiosity and self-directed learning orientation toward emerging AI capabilities
Nice to haves:
Previous experience selling to legal, accounting, or consulting firms
Flexibility and Logistics:
This job will be based in our NY offices; we require three days in-office per week (Tues - Thurs)
This job may require travel up to 25% of the time during certain seasons
Unfortunately, we are not sponsoring visas at this time
What Laurel is
Laurel is building the system of record for human and agentic work.
The trust Laurel has built with regulated enterprises—and, even more importantly, their end-users— has enabled it to be the first company ever to deploy a multimodal desktop agent at scale (45K+ professionals and 70+ countries). This enables Laurel to collect work that no one else has.
Half of enterprise work happens in systems with no API or OS-level access which no tech—other than a multimodal desktop agent—can capture.
Laurel collects more than just metadata; it captures the work itself. And to make the data useful, Laurel builds workflows that requires the professional who did the work to label it accurately, creating a reinforcement learning flywheel that nobody else in the world has.
The result is +2B (and counting) of human-verified labels, creating what is becoming the world’s largest repository of last-mile enterprise data and workflows.
How Laurel did it
Laurel developed its data infrastructure by creating the AI Billing category in professional services (legal, accounting, consulting). Laurel earned the trust of the enterprise (in the form of +$1B in profit returned) and end-users (in the form of 1.53M work hours returned) to collect all digital work, even work happening in digital systems that were previously invisible to AI.
Laurel is now re-running the same playbook in financial services (insurance, banks, private equity, etc). Same data infrastructure. But instead of billing, it is creating the Work Observability category to expand its feedback loop.
What’s next
Packaging its last-mile data in the form of:
Post-training: an open-source model on Laurel’s data improved performance by 33%, matching the frontier, at 1% of the cost.
Context: Feeding this data into a frontier model’s context window improves task automation by 21%.
This is how Laurel accelerates its growth from 4x YoY (current) to +10x YoY).