Account Executive

Pirical pioneers the field of People Analytics within the legal industry. Our mission is to help law firms make better, faster, and more informed decisions by turning complex people data into actionable insights.

Our flagship product, Pirical Legal Professionals (PLP), helps law firms understand talent movement, identify growth opportunities, benchmark against competitors, and make smarter strategic decisions. Today, many of the world's leading law firms use PLP to understand the legal market in a way that was previously impossible.

We are an organically grown business of nearly 50 exceptionally talented team members and already work with many of the leading law firms across the UK and US, including all five Magic Circle firms. Over the last decade, we have grown year on year, built two market-leading SaaS products, and established ourselves as the leader in legal people analytics.

With a strong product-market fit in the UK and growing momentum in the US, we're now entering the next phase of our growth journey.

Why join Pirical?

We asked our team what defines Pirical’s culture. In their own words:

“You’re not just a number. You have a voice and can make an impact. It’s extremely rare if you have a good idea here that it won’t be given due diligence. The company will support you to bring them to fruition with a good level of guidance and support.” - Analyst

“The team is talented, hard-working and supportive.” - Sales Rep

“HUGE amounts of autonomy and flexibility in a less structured environment than a big company.” - Customer Success Rep

“The company values logic and continuous improvement. Problem-solving from first principles is normal and encouraged.” - Data Engineer

“Ample L&D opportunities. It’s a place where the brighter you want to shine, the company is likely to help facilitate that.” - Software Engineer

At Pirical, you’ll be trusted early, given real ownership, and supported to grow quickly.

The Role

We’re looking for an Account Executive to help drive the next stage of growth for Pirical Legal Professionals (PLP), our market-leading People Analytics platform used by many of the world’s leading law firms.

We’re open to someone taking the step up from a successful SDR/BDR role, or an existing AE looking for greater ownership and the opportunity to develop their career within a growing sales team.

You’ll own opportunities from initial discovery through to close, working directly with senior stakeholders including Heads of Talent, HR leaders and Partners.

You’ll take a consultative approach to sales, understanding the challenges facing each firm, demonstrating how PLP can help, and building a compelling business case around the value of our data.

You won’t be selling in isolation. You’ll work closely with Marketing, Events and Customer Success to generate and develop opportunities, while feeding what you learn from the market back into our Product and Data teams.

You’ll also become a visible representative of Pirical within the legal industry, attending events, dinners, conferences and client meetings and helping us continue to build our reputation in the market.

For someone who enjoys combining commercial performance with relationship building, problem solving and genuine ownership, there’s a lot to get stuck into.

Role responsibilities

• Build and manage a healthy sales pipeline through outbound prospecting, inbound opportunities and referrals
• Own the full sales cycle from initial discovery through to negotiation and close
• Run consultative discovery calls to understand each prospect’s challenges, priorities and objectives
• Deliver tailored product demonstrations that connect PLP’s capabilities to meaningful customer outcomes
• Build strong relationships with senior stakeholders across Talent, HR and Partner groups
• Negotiate pricing and contractual terms to close new business against revenue targets
• Maintain accurate forecasts and excellent CRM hygiene, including clear deal stages, next steps and probabilities
• Represent Pirical at industry events, dinners, conferences and client meetings
• Work closely with Marketing, Events and Customer Success to identify and develop new commercial opportunities
• Share market and competitor intelligence with Product and Data teams to help inform future priorities
• Mentor more junior sales team members, sharing best practice across prospecting, discovery, objection handling and closing

Role Requirements

• Experience in B2B sales, ideally within SaaS, data or professional services
• You may be a high-performing SDR/BDR ready to step into your first Account Executive role, or an existing AE with 1-2 years of closing experience
• Proven track record of meeting or exceeding sales targets and KPIs
• Strong understanding of the fundamentals of prospecting, discovery, objection handling and building a sales pipeline
• Consultative in your approach and genuinely interested in understanding customer problems rather than simply pitching features
• Confident communicating with senior stakeholders and able to build credibility quickly
• Comfortable delivering product demonstrations and translating product capabilities into clear customer value
• Commercially curious and interested in understanding customers, markets and what drives buying decisions
• Organised and disciplined with pipeline management, forecasting and CRM hygiene
• Self-starter who wants significant ownership and responsibility as they develop
• Excellent written and verbal communication skills
• Experience working alongside Customer Success or Customer Support teams would be beneficial
• Experience within LegalTech, HRTech, People Analytics or data-led SaaS would be beneficial, but is not essential

Our commitment to diversity

Pirical is committed to building an inclusive and diverse workplace. The strength of our team comes from the variety of backgrounds, experiences and perspectives we bring together. We treat every employee fairly and equally, and we strive to create an environment where everyone feels confident, comfortable and empowered.

Note to recruitment agencies: Pirical is committed to building a long-term approach to our hiring strategy and already works in partnership with selected talent partners. We therefore ask that you hold off sending speculative CVs or sales approaches.