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