Account Executive Italy - Mid-Market

Our Mission ⚖️

At Doctrine, we're building Europe's leading legal AI platform.

Our belief? Law shouldn't be slowed down by repetitive tasks. It should be augmented by a specialised AI, designed to understand, analyse and produce legal reasoning at the highest standard.

Our ambition? To help legal professionals work with greater reliability, efficiency and peace of mind, through a single, comprehensive and secure platform.

Today, 27,000 legal professionals across five countries (France, Italy, Germany, Spain and Luxembourg) trust us to do just that.

Our growth is guided by a clear approach: a global vision, grounded in a deep understanding of local specificities.

Behind this ambition, a team of around 250 people, united around one goal: supporting lawyers and legal professionals at every stage of their work, from research to drafting.

And we're just getting started.

Doctrine employs over 250 people and has been growing steadily and profitably for several years.

Now multi-country and multi-product, we are scaling our presence in Italy and moving up-market.

We are looking to strengthen the team that owns the Italian market, with a focus on mid-market and enterprise accounts.

Reporting to our Head of Sales International, Pascale Rouchon, you will own the full sales cycle on mid-market and enterprise accounts, from prospecting to closing, as well as the expansion of your portfolio.

To succeed, you'll need a deep understanding of your clients and their drivers, the ability to navigate complex, multi-stakeholder deals, and close collaboration with our product, sales ops, and marketing teams.

Responsabilities :

• Own the full sales cycle on mid-market and enterprise accounts, from outreach to demos, negotiation, and closing
• Build and execute account strategies for complex, multi-stakeholder deals with longer cycles and higher ACV
• Combine outbound prospecting with inbound to build a strong, qualified pipeline
• Expand and renew your existing portfolio (land and expand)
• Understand your prospects' challenges in depth and build relevant go-to-market strategies
• Share insights and learnings from the Italian market with the internal Italian squad
• Achieve the monthly targets set by the company for your segment

Profile :

• You are fluent in Italian
• You have solid sales experience, ideally in SaaS, selling to mid-market and/or enterprise accounts
• You are comfortable running complex deals and engaging multiple stakeholders, including C-level
• You have a hunter mindset and aim to exceed your sales targets
• You have excellent written and verbal communication skills: you listen actively and communicate with empathy, clarity, and precision
• You are extremely rigorous and detail-oriented
• You have a strong sense of ownership and a taste for challenges: you thrive in demanding environments, are motivated by performance-based incentives, and appreciate an uncapped variable compensation
• Knowledge of the legal sector is a plus
• The role can be based in Paris or Milan, with occasional travel within Italy

What's in it for you ☀️

🏡 A flexible remote work policy, allowing up to three days of remote work per week (depending on your team).

🌴 A flexible leave policy

🌱 Real internal mobility opportunities

🏄♂️ Regular team events

📚 A genuine focus on individual and collective learning, with a €750 annual budget for any training related to your role, plus team-wide and company-wide training sessions

🏋️♀️ A Gymlib subscription for sports and wellness activities

🧘 Free access to the mental health support platform, including up to 6 individual sessions per year

👩⚕️ Health insurance with Alan

🍱🚲 A Swile card for meal vouchers and sustainable mobility allowance (€

💡 Discounts and perks via our Works Council (CSE) on the Happypal platform

🍏 Brand new Apple equipment

Our values 🤝

At Doctrine, our 4 values guide us every day as we work to move things forward.

Challenge the status quo: we champion bold ideas that drive change across an entire industry.

Liberty and responsibility: we encourage autonomy, individual impact and ownership.

Knowledge is power: information is at the heart of Doctrine's mission, and we constantly strive to grow.

Release early, release often and listen to your customers: we believe in the power of iteration and in constantly listening to our market, our customers and their challenges.

Our hiring process 🚀

• A 30-min intro call with one of our Talent Acquisition Managers to understand your career goals and walk you through what we're building at Doctrine.
• A 1-hour conversation with your future manager to dive into the role, team scope and answer all your questions.
• One or two technical assessments to evaluate your skills in practice.
• An office visit including: lunch with 3 people from different teams to give you a feel for your future colleagues; a values conversation to share our vision; and a meeting with our CEO, Guillaume.

(The process can be adapted to fit your personal and professional constraints if needed.)

Ladies, go ahead and apply!

Research shows that women in particular tend not to apply for a role when they don't meet every single requirement. To put your mind at ease: this job description is a guide, nothing more.

If Doctrine interests you, we'd love to hear from you!

Diversity & inclusion

All our roles are open to people with disabilities. Feel free to bring it up at any point during the process. We're committed to putting in place whatever adjustments are needed to ensure a working environment that works for everyone.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.