Head of Sales

Role Overview

• Own the new revenue number for LawRank — quarterly and annually
• Build accurate, defensible forecasts; manage to them weekly
• Drive predictable, repeatable pipeline generation across inbound and outbound motion
• Set quota and territory structure for the AE team; recalibrate as the business scales
• Lead, hire, and develop a high-performing sales team — AEs, SDRs, and sales leaders alike
• Set the bar for hiring, ramp, performance, and culture
• Coach reps on consultative, value-based selling tailored to law firm buyers
• Build the bench depth to scale the team responsibly
• Build scalable sales processes tailored to the way law firms actually buy
• Refine positioning and messaging for attorney, managing partner, firm administrator, and in-house marketing personas
• Partner with Marketing to align demand generation and pipeline strategy
• Stand up the sales tech stack (CRM hygiene, sequencing, call recording, forecasting) to support scale
• Build strategic relationships with law firm leaders across the portfolio
• Provide market insights to inform LawRank's service strategy, packaging, and pricing
• Partner with Client Success on warm handoffs and expansion motion
• Represent LawRank at industry events, partner programs, and key client engagements
• Meet every rep, every sales leader, and every top-20 prospect/account within the first 30 days
• Pressure-test the current sales motion, tech stack, and forecasting accuracy
• Deliver a "current state" memo: what's working, what's broken, what changes first within the first 30 days
• Implement interim fixes to the most painful pipeline and conversion gaps within the first 60 days
• Stand up a weekly pipeline and forecast review tied to a real scorecard within the first 60 days
• Recalibrate quota, territory, and rep capacity if needed within the first 60 days
• New sales operating model live: weekly rhythm, scorecards, forecast cadence within the first 90 days
• Measurable improvement in pipeline coverage and conversion rates within the first 90 days
• Clear hiring plan and team structure for the next 12 months within the first 90 days
• Quarterly Rocks established with measurable revenue commitment

Requirements

• 10+ years in B2B sales, with 7+ years leading sales teams
• Track record of building or rebuilding a sales engine in a high-growth digital marketing or B2B services environment
• Strong consultative, value-based selling skills, you sell outcomes, not features
• Comfortable owning a real number and rebuilding the system that produces it
• Data-driven approach to pipeline management and forecasting, you can pressure-test a CRM in 20 minutes
• Direct experience selling digital marketing services, SaaS, or legal technology to attorneys and law firms strongly preferred. We'll consider exceptional candidates from adjacent regulated B2B verticals (financial advisory, medical/dental, professional services) who can demonstrate rapid vertical learning
• Bachelor's degree preferred; equivalent operating experience considered

Benefits

• Remote work
• Performance bonus tied to retention, expansion, and CSAT/NPS outcomes
• Major medical insurance + vision + dental
• 401(k)
• Life insurance
• PTO + sick time