Regional Manager, Sales - Legal Government

Regional Manager, Sales

We are seeking a strategic and results-driven Sales Manager to lead the State and Local market of the Government business. This leader will be accountable for revenue growth, sales quota achievement and retention metrics and will lead Sales Executives and Client Executives. The ideal candidate possesses a proven track record of successfully managing a sales team and growing a portfolio of accounts, exceeding sales and renewal targets, and cultivating strong customer relationships. In this role you will be required to:

• Be a customer-centric leader with exceptional communication, negotiation, and team management skills.
• Lead/Manage a team focused on growing and increasing client retention across the products.
• Develop and implement a comprehensive client management strategy aligned with the Governments segment's strategy and in collaboration with cross-functional teams.
• Drive new customer acquisition, expand customer relationships, and renewal sales with assigned territories.
• Establish and execute clear goals, KPIs, and performance metrics for the team, providing regular feedback and coaching to drive individual and team success.
• Act as a change agent by identifying opportunities for process innovation, championing new methodologies, and driving organizational transformation to enhance sales effectiveness and customer outcomes.
• Lead the adoption and implementation of AI-powered sales tools and best practices, including leveraging AI for customer insights, sales forecasting, pipeline management, and productivity enhancement to maintain competitive advantage.

Location: Remote based position, but candidates should reside in the region, which includes the Upper Midwest, Northeast and New England -  MN, NJ, PA, NY, MA

About the Role:
In this opportunity as Regional Manager, Sales you will:

• Provide coaching and development opportunities to your team to help them achieve their goals and grow professionally
• Work closely with cross functional teams including sales, product management, marketing, finance, and operations to develop and execute go-to-market strategies
• Closely monitor, analyze, and report on key performance metrics, including sales targets, renewal rates, and customer satisfaction, to track progress and identify areas for improvement.
• Provide regular reports, updates, and other information on account management activities and outcomes to executive leadership, ensuring transparency and accountability.
• Continuously assess and improve processes to enhance efficiency and effectiveness of the account executive team.
• Evaluate, pilot, and scale AI technologies and tools that optimize sales operations, enhance team productivity, and improve customer engagement 
• Foster a culture of innovation and continuous improvement by encouraging the team to embrace emerging technologies and adapt to evolving market dynamics 
• Sales Performance: Total Revenue, Team Quota Achievement, Average Deal Size, Win Rate, Sales Cycle Length, Revenue Growth, Upsell/Cross-sell Revenue, Net Dollar Retention, New customer acquisition
• Partner and collaborate with internal partners to develop and execute impactful product marketing campaigns and develop our customer solution portfolio.

About You: 

You're a fit for the role of Regional Managers, Sales if you have:

• Bachelor's degree required; Master's or J.D. preferred, with people management or relevant leadership experience.
• Demonstrated success in sales or account management within the Government sector.
• Deep industry knowledge and experience in fast-paced, high-growth, and matrix environments.
• Exceptional communication, interpersonal, and collaborative skills, with the ability to influence at all organizational levels.
• Strong analytical and problem-solving abilities, with a track record of data-driven decision making.
• Results-oriented mindset with a proven ability to deliver against targets.
• Self-motivated with a strong work ethic and passion for driving business outcomes.
• Proven ability to drive change management initiatives and lead teams through organizational transformation • Experience with or strong aptitude for leveraging AI tools and technologies in sales environments (e.g., CRM AI features, predictive analytics, generative AI applications)

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What’s in it For You?

• Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible wo