Sales Director

Role Overview

• Lead, coach, and accelerate revenue from our team of Sales Managers by enhancing existing and penetrating new accounts within the legal sector.
• Leverage knowledge of legal client personas to sharpen the team's consultative selling skills, strengthen the overall sales framework, and immediately accelerate sales velocity to hit revenue targets.
• Take ownership of the team's sales revenue target, managing individual quotas, maintaining an accurate pipeline, and reporting performance to senior leadership on a regular basis.
• Establish clear accountability frameworks for Sales Managers, tracking conversion rates across every stage of the sales cycle.
• Act as a senior point of contact for key clients, building strong relationships at decision-maker level to support retention, satisfaction, and upsell.
• Take an active role in complex or high-value deals alongside Sales Managers, supporting at critical stages, joining key client meetings, and helping drive opportunities to close.
• Conduct regular coaching/training sessions and shadow key meetings to coach managers on navigating the complex, consensus-driven needs of law firms.
• Shift the team from transactional selling to value-based consultative selling tailored specifically to legal sector pain points.
• Introduce robust account planning methodologies that enable our Sales Managers to treat law firms as enterprise portfolios rather than single entities.
• Audit the current sales process to identify bottlenecks causing stalled deals in the mid-to-late stages of the pipeline.
• Recruit top tier sales talent, maintain rigorous performance management frameworks (meetings/1:1s/goal setting) to drive accountability, and foster a high-performance culture that actively develops and retains high earning sales managers.
• Work closely with Marketing, Product, and RevOps to ensure the sales team has what it needs, whether that's content, tooling, or strategic alignment, to perform effectively.

Requirements

• Experience within the legal ecosystem, either via a proven track record of selling solutions to law firms or through a professional legal background.
• A proven track record of hiring, retaining, and performance-managing a team of sales managers with a demonstrated ability to uplift a team's portfolio expansion and holding people accountable in equal measure.
• Experience diagnosing, refining a sales methodology to fix leaking pipelines or shorten complex sales cycles.
• Numbers-driven focus with a history of stepping into a leadership role and unlocking immediate revenue within the first 90 days.
• Demonstrated success in driving revenue by empowering sales teams and securing high-value deals.
• Experience running structured account planning processes, with a track record of growing revenue within an existing client base alongside new business.
• Able to work effectively with Marketing, Product, and Operations, influencing without authority and representing the sales function clearly and credibly.
• Shape the future of the function, driving innovation and operational excellence.
• Inspire and empower, developing future leaders and creating a high-performing culture aligned to our goals.
• Champion a culture of security and compliance, driving strategic initiatives that protect Shieldpay from evolving threats. Proactively identify, assess, and mitigate security risks, ensuring operational resilience and promote security awareness through training and development.
• Lead initiatives to enhance our inclusive, and high-performing environment. Creating a strong sense of belonging and purpose through team-building activities, recognition programs, and mentorship. Aligning performance management processes with our values and rewarding behaviour that exemplifies our culture.

Benefits

• Flexible working options, such as flexible hours and hybrid work