What is an Account Executive?

The Account Executive role at EvenUp is a pivotal position that bridges the gap between cutting-edge AI technology and the legal industry. EvenUp is transforming personal injury law by automating the drafting of demand packages and medical summaries, a process that traditionally takes lawyers hours or days. As an Account Executive, you are not just selling software; you are selling a fundamental shift in how law firms operate, enabling them to settle cases faster and for higher amounts.

You will act as a strategic partner to law firms, guiding them through a complex sales cycle that involves educating stakeholders, demonstrating clear ROI, and closing high-value deals. This role requires a blend of consultative selling, deep product understanding, and the ability to navigate a fast-paced, high-growth startup environment. You will be the face of EvenUp to prospective clients, directly impacting the company's revenue trajectory and market expansion.

This position offers the unique challenge of selling into a vertical—personal injury law—that is ripe for disruption but often resistant to change. You will work closely with Sales Leadership, Customer Success, and Product teams to refine the sales motion and relay critical market feedback. If you thrive on hunting for new business, managing a full-cycle pipeline, and evangelizing a product that delivers tangible justice to plaintiffs, this role is designed for you.

Getting Ready for Your Interviews

Preparing for an interview at EvenUp requires more than just reviewing your resume. You need to demonstrate that you understand the nuances of the legal tech market and possess the grit required for a high-velocity sales role. The interview team is looking for candidates who are process-oriented, articulate, and resilient.

Key Evaluation Criteria

Sales Methodology & Process – EvenUp looks for candidates who follow a structured sales approach (e.g., MEDDIC, Challenger, Sandler). You must demonstrate how you qualify leads, uncover pain points, and drive deals to closure. Interviewers will evaluate your ability to control the sales cycle rather than letting the prospect dictate the pace.

Coachability and Adaptability – In a rapidly evolving startup, the ability to take feedback and implement it immediately is non-negotiable. You will be tested on how you handle constructive criticism during role-plays or portfolio reviews. Demonstrating a growth mindset is just as important as your past sales numbers.

Communication & Presence – You will often present to senior partners and attorneys who value precision and clarity. Your interviewers will assess your ability to simplify complex technical concepts (AI/ML) into compelling business narratives. Executive presence and the ability to build immediate rapport are critical.

Resilience and Drive – The legal industry can be a tough market to crack. Interviewers want to see evidence of your persistence. You should be prepared to discuss how you handle rejection, how you self-source pipeline when inbound leads are light, and how you maintain high activity levels.

Interview Process Overview

The interview process for the Account Executive role at EvenUp is comprehensive and can be lengthy. It is designed to test both your behavioral fit and your practical sales skills. Generally, the process moves from high-level screening to deep-dive interviews with hiring managers, culminating in a practical presentation. Candidates should expect a process that prioritizes cultural alignment and sales competency equally.

Based on recent candidate experiences, the process typically begins with a recruiter screen to verify your background and interest. This is followed by interviews with a Hiring Manager and potentially a second Sales Leader. These rounds focus on your track record, deal sizes, and sales philosophy. The core of the evaluation is often a Presentation Round or "Mock Pitch," where you will be asked to present EvenUp’s value proposition to a panel. The final stage usually involves a conversation with the VP of Sales or similar leadership to sign off on your offer.

This timeline illustrates the typical flow from application to final decision. Use this to manage your energy; the Presentation Round is the most labor-intensive step and requires significant preparation time. Note that while the sequence is standard, the spacing between interviews can vary, and you should be proactive in communicating with your recruiter.

Deep Dive into Evaluation Areas

To succeed, you must be prepared to discuss specific competencies in depth. The interview team uses these areas to predict your future success at EvenUp.

Sales Acumen & Deal Lifecycle

This is the foundation of the interview. You must be able to articulate exactly how you move a prospect from "cold" to "closed." It is not enough to say you are a top performer; you must explain how you achieved those numbers.

Be ready to go over:

• Prospecting strategies – How you build your own pipeline beyond marketing leads.
• Discovery techniques – The specific questions you use to uncover "implied" vs. "explicit" pain.
• Closing mechanics – How you navigate procurement, legal review, and final negotiation.
• Forecasting accuracy – How you manage your commit and upside.

Example questions or scenarios:

• "Walk me through the most complex deal you closed in the last 12 months. What were the hurdles?"
• "How do you approach a prospect who is happy with their current manual process?"
• "Describe a time you turned a 'no' into a 'yes'."

The Mock Presentation (Role Play)

This is often the make-or-break moment. You will likely be asked to pitch EvenUp (or a product you know well) to a panel acting as prospective clients. This tests your research, your ability to handle objections, and your presentation style.

Be ready to go over:

• Value selling – Tying features (AI drafting) to business outcomes (time saved, increased settlement value).
• Objection handling – responding calmly to concerns about price, data security, or AI accuracy.
• Closing for the next step – Ensuring the meeting ends with a clear call to action.

Example questions or scenarios:

• "Pitch EvenUp to a skeptical senior partner at a mid-sized injury firm."
• "Handle an objection regarding the cost of our platform compared to a paralegal's salary."

Cultural Fit & Startup Mindset

EvenUp operates in a dynamic environment. Interviewers assess whether you have the "scrappiness" required to succeed without a massive support structure. They are looking for ownership and a lack of ego.

Be ready to go over:

• Collaboration – Working with Product and Customer Success teams.
• Adaptability – Handling shifting priorities or product changes.
• Self-motivation – operating with autonomy.

Example questions or scenarios:

• "Tell me about a time you had to sell a product that was still in development or had bugs."
• "How do you handle a week where you miss your activity metrics?"

The word cloud above highlights the most frequently discussed themes in EvenUp interviews. Notice the prominence of "Process," "Presentation," and "Manager." This indicates that while your past results matter, your ability to explain your process and perform in the presentation stage carries the most weight.

Key Responsibilities

As an Account Executive at EvenUp, your primary responsibility is to drive new business revenue. You are a "hunter," focused on identifying and closing high-value contracts with personal injury law firms. This involves a mix of outbound prospecting and managing inbound leads generated by marketing. You will be responsible for the full sales cycle, from initial contact to contract signature.

Beyond closing deals, you act as a strategic consultant. You must understand the specific workflows of personal injury law—how demand packages are created, how medical records are summarized—and demonstrate how EvenUp's AI automates these tasks. You will frequently conduct product demonstrations via Zoom or Google Meet, tailoring your pitch to the specific needs of partners, attorneys, and case managers.

Collaboration is also essential. You will work closely with the Customer Success team to ensure a smooth handover after the sale, ensuring that clients are set up for long-term retention. Additionally, you will provide feedback to the Product team based on the objections and feature requests you encounter in the market, directly influencing the roadmap of the company.

Role Requirements & Qualifications

Candidates for the Account Executive role are expected to bring a strong sales pedigree, ideally from the SaaS or legal tech sectors.

• Must-have skills:

  • Full-cycle sales experience: 3+ years of experience in a closing role (AE), specifically in B2B SaaS.
  • Track record of success: Proven history of exceeding quotas and being a top performer in your previous cohorts.
  • Pipeline management: Proficiency with CRM tools (Salesforce, HubSpot) and sales engagement platforms.
  • Presentation skills: Exceptional ability to present via video conferencing and command a room.

• Nice-to-have skills:

  • Legal Tech experience: Prior experience selling to law firms or understanding the persona of an attorney.
  • Start-up experience: Previous tenure at a Series A-C company, demonstrating an ability to thrive in ambiguity.
  • AI/ML interest: A genuine curiosity about artificial intelligence and its application in professional services.

Common Interview Questions

The following questions are representative of what you might face. They are drawn from candidate data and standard practices for this role. Do not memorize answers; instead, use these to structure your stories and examples.

Sales Process & Methodology

These questions test your discipline and understanding of the mechanics of selling.

• "What sales methodology do you subscribe to, and why?"
• "How do you qualify a deal out? Give an example of when you did this too late."
• "Walk me through your process for prospecting into a new territory."
• "How do you prepare for a discovery call with a high-stakes prospect?"

Behavioral & Situational

These questions assess your soft skills and cultural alignment.

• "Tell me about a time you received difficult feedback from a manager. How did you react?"
• "Describe a situation where you had to collaborate with a difficult team member to close a deal."
• "Why do you want to leave your current role, and why EvenUp specifically?"
• "Tell me about a time you failed to hit your quota. What did you learn?"

Product & Market

These questions ensure you have done your homework on EvenUp.

• "How would you explain EvenUp's value proposition to a layperson?"
• "What do you think is the biggest challenge facing personal injury lawyers today?"
• "Why do you think now is the right time for AI in the legal industry?"

These questions are based on real interview experiences from candidates who interviewed at this company. You can practice answering them interactively on Dataford to better prepare for your interview.

Frequently Asked Questions

Q: How long does the interview process take? The process can be variable. While some candidates move through in a few weeks, others have reported a process lasting over a month due to scheduling complexities with leadership. It is best to plan for a 3-5 week timeline.

Q: Is this role remote or in-person? EvenUp has a strong presence in hubs like New York, NY, and typically prefers a hybrid model or in-person collaboration for sales teams to foster learning and energy, though specific flexibility may vary by territory.

Q: What is the most challenging part of the interview? The Presentation Round is consistently cited as the most rigorous step. It requires you to synthesize product knowledge and sales skills in real-time. Preparation is the key differentiator here.

Q: How does EvenUp handle feedback after interviews? Candidate experiences regarding feedback are mixed. While some receive clear communication, others have reported generic rejections or lack of follow-up. It is advisable to ask for a timeline at the end of every interview.

Other General Tips

Master the "Why Legal?" Narrative: Even if you don't have a legal background, you must articulate why you are passionate about this specific vertical. Connect the company's mission—helping plaintiffs get justice faster—to your own motivations.

Be Prepared for Scheduling Flux: Recent candidate data suggests that rescheduling or last-minute changes can happen. Treat this as a test of your adaptability. Reacting graciously to a rescheduled interview demonstrates the patience required to deal with busy attorney clients.

Research the Interviewers: You will likely meet with multiple Hiring Managers and the VP of Sales. Look them up on LinkedIn. Knowing their background (e.g., if they came from a large org or a small startup) can help you tailor your conversation style.

Quantify Everything: When discussing your past experience, use hard numbers. "I increased revenue" is weak; "I generated $1.2M in net new ARR, achieving 115% of quota" is strong. EvenUp values data-driven decision-making.

Summary & Next Steps

The Account Executive role at EvenUp is a career-defining opportunity to join a high-growth company at the intersection of two powerful forces: AI and Law. You will be challenged to sell a sophisticated product to a discerning audience, but the reward is the chance to be part of a team that is genuinely modernizing an entire industry.

To succeed, focus your preparation on your sales methodology, your ability to present with conviction, and your resilience. Review the common questions, prepare a strong pitch for the presentation round, and approach the process with a professional, consultative mindset. While the interview journey may be rigorous and occasionally unpredictable, demonstrating your ability to navigate it with grace is the first step in proving you are the right person for the job.

The compensation data above provides a baseline for what to expect. For sales roles, remember that the OTE (On-Target Earnings) is the critical number, split between base salary and commission. Be prepared to discuss your expectations and your history of hitting variable comp targets during the recruiter screen. Good luck!