Abhijat Saraswat

Work

Building, scaling, and deploying technology across legal services, from early-stage companies to global law firms.

Pillsbury

Director, AI Applications

Lead the firm's AI applications portfolio, translating emerging capabilities into tools and workflows lawyers can use at scale. I own the path from evaluation and vendor strategy through implementation, adoption, and measurement.

Current focus

  • Own the strategy and roadmap for the firm's portfolio of AI applications.
  • Evaluate new AI products, models, and features before broader rollout.
  • Work with practices and business teams to identify high-value use cases and translate them into scalable workflows.
  • Lead implementation, adoption, enablement, and measurement for AI applications across the firm.
  • Manage strategic relationships with AI and legal technology vendors and connect their product roadmaps to the firm's priorities.
  • Build the operating model for evaluating usage, quality, adoption, and business value as AI capabilities continue to change.

What I own

AI applications portfolioProduct strategyEvaluationsVendor strategyImplementationAdoption and enablementMeasurement and optimization

Lupl

Chief Revenue Officer (Acquired by Elevate)

Scaled the commercial and operating system for an AI-native legal project management and workflow platform through its acquisition by Elevate in 2026. Built the cadence, enablement, and cross-functional execution that turned product value into renewals, expansion, and scalable growth.

Impact

  • Helped lead Lupl through a successful acquisition by Elevate in August 2026, my second successful legal technology exit.
  • Built a disciplined operating model that tightened focus, reduced waste, and improved execution across revenue, success, and delivery.
  • Designed a repeatable enterprise motion, including qualification standards, stage definitions, mutual action plans, and weekly deal inspection.
  • Improved pipeline quality by clarifying ICP, sharpening messaging, and rebuilding discovery so the team spent time on deals that could close.
  • Established a renewal and expansion system, including value reviews, executive alignment, and account planning rhythms that reduced renewal risk.
  • Turned enablement into an operating system, including playbooks, talk tracks, onboarding, and ongoing coaching.
  • Aligned Product, Customer Success, and Sales around measurable adoption signals, then used those signals to guide retention and expansion work.

What I owned

Revenue strategyOperating cadenceEnablement and trainingEnterprise motionForecastingCross functional leadership

Litera

Vice President of Sales

Led enterprise sales for Large Law. Built the team, the operating rhythm, and the execution model that turned strategy into bookings, retention, and durable account growth.

Impact

  • Closed $6M+ in new bookings in 2022 by driving cleaner qualification, tighter deal control, and stronger account focus.
  • Delivered 110%+ retention by shifting the team from feature selling to value realization, adoption triggers, and renewal discipline.
  • Won President's Club five times during my tenure.
  • Built and scaled a Large Law sales team, including hiring, ramp plans, coaching routines, and clear performance expectations.
  • Implemented operating cadence, weekly forecast calls, pipeline reviews, deal strategy, and post mortems that increased consistency and raised standards.
  • Partnered with Marketing and Product to sharpen positioning and improve competitive execution in complex enterprise deals.
  • Strengthened executive engagement and multi stakeholder alignment to move deals forward and protect expansions.

What I owned

Large Law enterprise salesTeam build and coachingForecasting and pipeline rigorStrategic accountsDeal strategyRetention and expansion

XRef

General Manager (Acquired by Microsystems)

Helped scale the sales engine ahead of acquisition. Built repeatable process, improved conversion, and strengthened the story that enterprise buyers trusted.

Impact

  • Helped scale from $100K to $1M ARR by turning sales into a repeatable process with clear stages, owner actions, and measurable inputs.
  • Built outbound and inbound motions that improved lead quality and reduced time lost on weak fit conversations.
  • Improved conversion across funnel stages by tightening discovery, qualification, and follow up execution.
  • Introduced reporting and traction metrics that made performance visible and decisions faster.
  • Strengthened positioning and narrative to support strategic buyers and acquisition readiness.

What I owned

Pipeline and processOutbound motionFunnel conversionReporting and metricsPositioning and narrative
See more details on LinkedIn