Five Questions With eBrevia Sales Engineer Adam Sentz: What Legal Teams Are Really Asking About AI
You spend a lot of time talking with legal teams. What surprises people most about your role?
People often assume "sales engineer" means I'm there to give a product demo.
Of course I demonstrate the platform, but that's only one part of the job. Most of my time is spent understanding how a legal team actually works. What types of contracts do they manage? Where are things slowing down? What information do they need but struggle to find?
The interesting conversations usually are about processes rather than features.
One thing that's a little different at eBrevia is that I don't disappear after the sale. We stay involved with our customers, working alongside them as they implement the platform, helping solve new problems as they come up, and bringing what we learn back to our engineering and product teams.
That ongoing relationship gives us a much better understanding of what legal teams actually need.
When companies evaluate legal AI, what questions do you wish they asked more often?
Lots of people start by asking what the AI can do. I prefer to begin with: "What problem are we trying to solve?"
It's easy to be impressed by a demo where you upload one contract and get an answer in seconds. The harder questions come afterward.
Can you verify where that answer came from? Will it work consistently across thousands of contracts? Can the information be reported on? Can it fit into the way your organization already works?
Those are the conversations that matter.
eBrevia Sales Engineer Adam Sentz
Your background is in BI/analytics. Has that changed how you think about AI?
Definitely.
Finding one renewal date is useful … But understanding renewal exposure across 10,000 contracts is much more valuable.
The same goes for almost everything else. A non-standard clause matters, but seeing patterns across your entire contract portfolio is where legal teams can really make better business decisions.
That's when AI stops being just a document review tool and starts becoming a source of business intelligence.
What kinds of problems do clients actually come to you with?
Sometimes they think they need AI, but once we start talking, we discover the real challenge is somewhere else.
Maybe contracts are spread across multiple systems. Or maybe obligations aren't being tracked. Sometimes finance needs information that's buried in agreements. Other times legal is relying on spreadsheets or institutional knowledge.
AI is often part of the solution, but not always the entire solution.
That's why I like to understand the workflow before we talk about technology.
What makes a successful client relationship?
The best projects don’t feel like a software sale; they feel like two teams working hand-in-hand to solve a problem.
We learn how the client works, they help us understand what's important to their business, and those conversations often shape future product improvements.
That's one of my favorite parts of the job. Every customer teaches us something, and that helps us build a better platform for everyone else.
Final question: What's one piece of advice you'd give any legal team exploring AI?
Don't start with the technology.
Start with your process.
Understand where your bottlenecks are, what information your teams need, and where people are spending time on repetitive work. Once you know that, it's much easier to figure out where AI can make a real difference.
About eBrevia
Established in 2011 and trusted by some of the world’s most prestigious companies, eBrevia is a leader in AI contract analysis, review, negotiation and management with clients in the US, EMEA, and APAC. For more than a decade, eBrevia has served law firms, corporations, audit/consulting companies, and financial institutions, such as Baker McKenzie, Norton Rose Fulbright, Kroll, SAP, Intel, PwC, EY, and MUFG.
