Head of Sales

📋 Description

• Take ownership of LawRank's new revenue targets on a quarterly and annual basis.

• Develop precise and defensible forecasts; manage these forecasts on a weekly basis.

• Foster predictable and repeatable pipeline generation through both inbound and outbound strategies.

• Establish the quota and territory structure for the Account Executive (AE) team, adjusting as the business grows.

• Lead, hire, and cultivate a high-performing sales team, including AEs, Sales Development Representatives (SDRs), and sales leaders.

• Set standards for hiring practices, ramp-up periods, performance, and company culture.

• Coach sales representatives on consultative, value-based selling tailored specifically for law firm clients.

• Develop the necessary depth within the team to scale responsibly.

• Create scalable sales processes that align with the purchasing behavior of law firms.

• Refine positioning and messaging for various personas, including attorneys, managing partners, firm administrators, and in-house marketing professionals.

• Collaborate with the Marketing team to synchronize demand generation efforts and pipeline strategy.

• Establish the sales technology stack (CRM maintenance, sequencing, call recording, forecasting) to facilitate growth.

• Build strategic relationships with leaders across law firms within the portfolio.

• Provide market insights to guide LawRank's service strategy, packaging, and pricing.

• Collaborate with Client Success on warm handoffs and expansion initiatives.

• Represent LawRank at industry events, partner programs, and key client interactions.

• Meet with every sales representative, sales leader, and every top-20 prospect/account within the first 30 days.

• Assess the current sales motion, technology stack, and forecasting accuracy.

• Deliver a "current state" memo detailing what's effective, what's not, and what should change first within the first 30 days.

• Implement interim solutions to address the most critical pipeline and conversion issues within the first 60 days.

• Establish a weekly pipeline and forecast review linked to a tangible scorecard within the first 60 days.

• Adjust quota, territory, and representative capacity as necessary within the first 60 days.

• Activate a new sales operating model that includes a weekly rhythm, scorecards, and forecasting cadence within the first 90 days.

• Achieve measurable improvements in pipeline coverage and conversion rates within the first 90 days.

• Develop a clear hiring plan and team structure for the next 12 months within the first 90 days.

• Set quarterly goals with measurable revenue commitments.

⛳️ Requirements

• **10+ years** of experience in B2B sales, with **7+ years** in leadership roles for sales teams.

• Proven track record of establishing or revitalizing a sales engine within a high-growth digital marketing or B2B services context.

• Strong consultative and value-based selling abilities, focusing on selling outcomes rather than features.

• Comfortable taking ownership of tangible revenue figures and reconstructing the systems that generate them.

• Data-driven mindset towards pipeline management and forecasting; capable of assessing a CRM in just 20 minutes.

• Direct experience in selling digital marketing services, SaaS, or legal tech to attorneys and law firms is strongly preferred. We will also consider exceptional candidates from closely related regulated B2B sectors (such as financial advisory, medical/dental, or professional services) who can demonstrate rapid vertical adaptation.

• A bachelor's degree is preferred; however, equivalent practical experience will be taken into account.

🏝️ Benefits

• Opportunity for remote work.

• Performance bonuses linked to retention, expansion, and customer satisfaction/NPS results.

• Comprehensive medical, vision, and dental insurance.

• 401(k) retirement plan.

• Life insurance coverage.

• Paid time off (PTO) plus sick leave.