Senior Account Director

This is a fully remote position, open to applicants in United States.

📋 Description

• Cultivate and sustain new partnerships with law firms, corporate legal departments, and other entities requiring eDiscovery and litigation support services.

• Establish and nurture a sales pipeline through proactive prospecting, referrals, LinkedIn engagement, networking, industry events, and professional relationships.

• Foster relationships with attorneys, litigation support experts, legal operations teams, information governance specialists, procurement leaders, and technology stakeholders.

• Develop strategic account plans targeted at specific law firms and corporate legal departments.

• Create new opportunities instead of relying mainly on inbound leads or existing accounts.

• Engage in discovery discussions to comprehend clients' legal, technical, financial, and operational challenges.

• Assist clients in assessing solutions throughout the eDiscovery lifecycle.

• Identify opportunities related to digital forensics, collections, processing, hosting, managed review, staffing, cybersecurity, and associated services.

• Build credibility as a trusted resource and broaden relationships across Avalon’s extensive offerings.

• Manage opportunities from initial outreach through discovery, solution crafting, proposal development, negotiation, and closure.

• Collaborate with subject-matter experts to devise solutions tailored to client needs.

• Oversee pricing, proposals, Statements of Work, and other commercial documentation.

• Navigate various stakeholders and extended consultative sales cycles.

• Maintain ownership and drive momentum throughout the sales process.

• Keep precise records of opportunities, activities, and forecasts within the CRM system.

• Create achievable forecasts based on the opportunity stage and client engagement.

• Achieve or surpass set revenue and sales targets.

• Build long-term client relationships and recognize opportunities for expansion into additional Avalon services.

• Collaborate with operations, project management, and technical teams to guarantee seamless client transitions and service delivery.

• Stay engaged post-sale to ensure client satisfaction and identify future opportunities.

• Remain knowledgeable about eDiscovery, legal technology, artificial intelligence, managed review, digital forensics, and the broader legal services landscape.

• Participate in conferences, networking events, professional associations, and client-development initiatives.

• Develop a professional presence via LinkedIn and other industry platforms.

• Bring insights from clients and the market back to Avalon to help inform go-to-market strategies.

⛳️ Requirements

• Approximately 4-10 years of experience in B2B sales or business development.

• Significant experience in eDiscovery, legal technology, litigation support, managed document review, digital forensics, legal staffing, or a closely related legal-services field.

• Experience selling to law firms, corporate legal departments, legal operations teams, or similar buyers.

• Proven success in generating new business through proactive prospecting.

• Experience managing an individual sales or revenue quota.

• Ability to oversee opportunities from prospecting to closure.

• Working knowledge of the eDiscovery lifecycle and the professionals involved in purchasing these services.

• Strong consultative selling and relationship-building capabilities.

• Confidence in communicating with attorneys and other senior client stakeholders.

• Excellent organizational skills, judgment, follow-through, and personal accountability.

• Familiarity with CRM systems for managing pipeline and forecasting.

• Preference for remote work aligned with the Eastern or Central Time Zone.

🏝️ Benefits

• Commission-based incentive compensation.

• Occasional travel for client meetings, conferences, networking events, and other business development activities.