Director of Sales, Research Suite

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Take ownership of the entire sales process for Research Suite opportunities, spanning from prospecting and qualification to demo, proposal, negotiation, and closing.

• Create and oversee a pipeline of potential clients, including law firms, restructuring professionals, bankruptcy practices, legal researchers, and other legal and financial experts.

• Identify and map out decision makers and influencers within target accounts, such as attorneys, partners, practice group leaders, legal research teams, knowledge management, innovation, IT/security, procurement, and firm administration.

• Conduct discovery calls to gain insights into client needs, existing research workflows, pain points, purchasing processes, budget constraints, and decision criteria.

• Provide engaging product demonstrations that illustrate how Research Suite can assist legal professionals in researching more efficiently, comparing documents, uncovering insights, and supporting case strategy.

• Create account plans for key prospects and manage follow-ups across multi-touch, multi-stakeholder sales cycles.

• Keep precise CRM records, including pipeline stages, next steps, deal notes, and forecast updates.

• Work collaboratively with Marketing on campaigns, events, webinars, prospecting lists, and sales materials.

• Collaborate with Product, Customer Success, and internal subject matter experts to address client inquiries, customize demos, and provide market feedback.

• Represent Stretto at legal industry events, conferences, client meetings, and virtual presentations.

• Monitor competitive trends and buyer feedback to refine messaging, positioning, pricing, and future product improvements.

• As the business expands, assist in developing repeatable sales playbooks and potentially mentor or manage additional sales team members.

⛳️ Requirements

• A minimum of 3 years of B2B sales experience, ideally in SaaS, legal technology, legal research, eDiscovery, practice management, litigation support, bankruptcy/restructuring, or related professional services technology.

• A bachelor’s degree is required; experience in the legal industry, restructuring, bankruptcy, JD, paralegal, legal operations, or legal research is advantageous.

• Proven track record of meeting and exceeding sales quotas.

• Experience selling to law firms, corporate legal departments, legal professionals, or other sophisticated buyers of professional services.

• Capacity to identify decision makers, build relationships, conduct discovery, deliver product demonstrations, and close new business effectively.

• Strong grasp of consultative sales, value-based selling, and multi-stakeholder sales cycles.

• Comfort in discussing legal workflows, research challenges, AI-enabled tools, security aspects, and implementation requirements with both business and technical stakeholders.

• Exceptional communication, presentation, negotiation, and relationship-building abilities.

• Familiarity with CRM systems such as Salesforce, HubSpot, or similar tools.

• A self-starter who can independently build a pipeline and thrive in an entrepreneurial, evolving product environment.

🏝️ Benefits

• Competitive and comprehensive benefits package

• Opportunities for growth