Executive Entitlement Jobs in California (NOW HIRING)

The Account Executive,CoCounselTax Migration & Growth isaquota-carrying sales roleresponsible for driving revenue, retention, and expansion acrossnew prospects andcustomers transitioning from legacy platforms toCoCounselTax. This role owns the commercial relationship through thesales andmigration lifecycle -prospecting and conducting discovery through close andconverting migration momentsintorenewal protection, upsell, cross-sell, and new logo opportunities. The Account Executive partners closely with Solution Consultants, CustomerSuccess,Account Specialist, and Associate Sales Specialist rolestoaccelerate adoption, protect ARR, and growaccount value.

Location: remote based position will cover accounts in the west region.

About the Role:

In this opportunity as an Account Executive you will:

Sales Execution & Revenue Growth

• Own a book ofbusinessofprospects and existingcustomers migrating toCoCounselTax; carryan assignedquotafornew business and forrenewals, upsell, cross-sell, and net-new logo expansion within the install base.

• Run full-cycle sales motions- discovery, solution positioning, demonstrations, proposal, negotiation, and close - fornew business,migration-tiedopportunitiesand adjacent expansion plays.

• Protect and grow ARRby tying migration milestones to commercial outcomes (renewals on time, expanded entitlements, increased seat counts, added modules).

• Maintain accurate pipeline hygiene, next steps, forecast accuracy, and close dates in CRM (Salesforce).

• Forecast weeklywith accuracy; meet or exceed quarterly and annual quota and KPIs.

• Track migration healththrough milestones, adoption signals, and risk indicators; escalate proactively to protect revenue.

• Maintain a territory plan that highlightskey opportunities across new business and install base.Have a key action plan to prioritize opportunities, leverage cross-sell, and collaborate withterritory account managers and front-line customerteams.

Customer Relationship Management

• Build multi-threaded relationshipsacross administrators, champions, and economic buyers to strengthen accountand uncover growth opportunities.

• Territorypointof contactforstrategicmigration customers - pricing, packaging, entitlements, order processing, and renewal conversations.

• Capture and act on customer feedbackto inform product roadmap, deepen trust, and create expansion narratives.

Solution Positioning & Demonstration

• Deliver compelling solution presentations and demonstrations- partnering with Solution Consultants - that translatesmigration value into business outcomes, ROI, and expansion rationale.

• Position AI-enabled workflows, research automation, and CoCounsel Tax capabilitiesto drive adoption and expansion across the customer footprint.

• Coordinate trials, POCs, and pilot programsthat accelerate the commercial cycle.

Cross-Functional Collaboration

• Partner with Solution Consultants and Engineeringon technical positioning and demonstrations.

• Work with Customer Success andAccount Specialistto ensure post-salesadoption protects renewal and creates expansion opportunities.

About You:

You're a fit for the role of Account Executive if you have:

• 3-5+ yearsin B2B sales, account management, or customer-facing commercial roles withquota responsibility.

• Demonstrated successselling,renewing, upselling, and cross-sellingexisting customers, with full-cycle deal experience.

• Experience supporting or leadingplatform migrations, product transitions, or customer adoption programstied to commercial outcomes.

• Strong ability to translate customer workflows intosolution narratives, business cases, and ROI conversations.

• Excellent written and verbal communication, negotiation, and time management skills.

• Proficiency withCRM (Salesforce or similar), sales engagement tools, CPQ/quoting, virtual demo platforms, and forecasting dashboards.

Preferred QualificationsAndSkills

• Experience intax, legal, compliance, risk, information services, or SaaS.

• Familiarity withCoCounsel Taxor enterprise research and knowledge platforms.

• Experience selling or enablingAI-powered workflows(copilots, research automation, semantic search, agentic systems).

• Experience in enterprise environments with sensitivity to security, privacy, and procurement requirements.

• Channel/partner sales exposure.

• Customer focus and solution selling(Obsess Over Our Customers)

• Commercial acumen and negotiation(Aim for Greatness)

• Cross-functional collaboration and stakeholder management(Stronger Together)

• Adaptability, urgency, and a growth mindset(Act Fast, Learn Fast)

• Analytical thinking and pipeline discipline

• Resilient, coachable, and action-oriented

• Must be able to support time zones across the region as required.

#LI-TK1