Director of Sales, Small Law

The Director of Sales builds strategy and leads a team of sales professionals to achieve overall sales and revenue growth goals within our Small Law segment. Success is achieved through driving performance accountability within the team and effective partnership with inside sales leadership, Small Law Firms’ (SLF) leadership team, central support and marketing functions, and broader TR enterprise.

About the Role

In this opportunity as Director of Sales, Small Law, you will:

• Maximize total new sales and revenue growth within assigned virtual sales channel

• Creates and executes thoughtful, strategic and quota retirement plans, mobilizing and manages sales team of roughly 70 sales professionals to attack and optimize all relevant sales and renewal opportunities

• Closely manages sales and renewal pipeline health and development, with clear metrics and accountabilities, and brings rigorous sales process and coaching to create sales excellence

• Collaborates with the SLF Leadership team, Commercial Excellence and Sales Operations, segment commercial owners and marketing in management and execution of plans

• Tight knit partnership and strategies with client management colleagues, as well as utilization of range of digital enablement tools (eCommerce and customer management technology) to drive productivity, coverage, and growth

• Drives an effective contact management strategy and leads a team of Regional Sales Managers to ensure that salespeople are involved in regular engagement with clients, pipeline management and hygiene, and ultimately over-achievement against sales targets

Deliverables:

• Delivery of target financial and strategy objectives for the sub-segment (e.g. gross sales, PY growth); growth through cross-sell/up-sell, net new customer acquisitions, and pricing and value capture

• Accurate and data-driven forecasting and constant pipeline management (growing, staging, aging)

• Consistent achievement of sales quota and revenue retention targets

• Close and consistent utilization of all CRM systems and myriad operational data and reports

• Refresh strategic workforce supported by active talent and succession pipeline (e.g. employee satisfaction); annual improvements in organizational effectiveness (client-centricity, customer approach, rapid decision making)

About You

You're a fit for the Director of Sales, Small Law if your background includes:

• 8+ years of experience in sales and sales leadership, with specifically 4-6 years’ experience in direct client relationship management

• Excellent leadership skills with a focus on driving accountability and building an empowered, highly effective management team

• Strategic thinking skills; effective account planning, sales negotiation and closing skills

• Ability to work effectively in a fast paced, rapidly changing technology environment, and to complete multiple projects simultaneously

• Ambitious self-starter with high energy and motivation

• Knowledge of legal markets, legal information needs and online legal products a plus

• Four-year degree or equivalent experience; JD plus MBA or commensurate business experience preferred

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What's in it For You?
You will join our inclusive culture of world-class talent, where we are committed to your personal and professional growth through:

• Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected

• Wellbeing: Comprehensive benefit plans; flexible and supportive benefits for work-life balance: flexible vacation, two company-wide Mental Health Days Off; work from another location for up to a total of 8 weeks in a year, 4 of those weeks can be out of the country and the remaining in the country, Headspace app subscription; retirement, savings, tuition reimbursement, and employee incentive programs; resources for mental, physical, and financial wellbeing.

• Culture: Globally recognized and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance, and more.

• Learning & Development: LinkedIn Learning access; internal Talent Marketplace with opportunities to work on projects cross-company; Ten Thousand Coffees Thomson Reuters café networking.