The Director, Sales is an experienced sales professional who will be responsible for sales of Lighthouse products and services to law firms, corporations, and government entities anywhere in the United States. This high-level sales professional must record a minimum of $5.0 million in Gross Revenue in a single fiscal year within the first 3 years.
What will this person do?
- Sell Lighthouse products and services to target law firms and corporations anywhere in the United States.
- Meet or exceed monthly/annual sales quota.
- Maintain high-level of activity with phone calls, prospecting emails, and in-person meetings.
- Develop strategy and execute plans to work with new and existing law firm and corporate clients to build formal, institutional relationship with such clients.
- Communicate the Lighthouse value proposition to clients and prospects via email, phone, online and during in-person meetings.
- Maintain timely and accurate sales pipeline information within Salesforce.Com.
- Develop and deliver sales proposals and respond to RFPs for eDiscovery services.
- Commit to growing industry knowledge; research, track and communicate industry trends, best practices, and competitive service offerings to identify opportunities for growth, innovation, increased market share and competitive advantage.
- Manage Sales Associate support resource(s) to maximize personal productivity.
- Coordinate with the executive team to ensure seamless delivery of services and substantive, consistent client communications about the Company and its services.
- Perform other related duties as assigned.
Bring your passion and together we will shine. It would also be great if you had the following:
- BA or BS degree required.
- JD is a plus depending on practice area and experience.
- Proven track record in selling electronic discovery (ESI), attorney document review or other litigation support services to Fortune 1000 corporations and AM Law 200 law firms.
- Must have a developed network of contacts with decision makers in the legal and/or business marketplace.
- Strong business development skills that include cold calling, prospecting, listening, strong follow-up skills with multiple meetings, team selling, account planning and closing.
- Demonstrated ability to use professional selling techniques to clearly identify clients' needs and articulate Discovia service offerings.
- Strong written and oral communication skills to clearly and succinctly communicate Discovia's points of competitive differentiation and respond to clients' requests for proposals, presentations, demonstrations, and other marketing materials.
- Deep industry knowledge with the ability to confidently interact at industry trade association meetings, seminars and webinars on industry trends and technologies.
- Able to build strong relationships with clients and Discovia colleagues. Must be a team player.
- Demonstrate a sense of urgency and be extremely self-motivated.
Work Environment and Physical Demands
- Duties are performed in a typical office environment while at a desk or computer table.
- Duties require the ability to use a computer, communicate over the telephone, and read printed material, in a quiet and professional setting.
- Duties may require being on call periodically and working outside normal working hours (evenings and weekends).
As required by applicable pay transparency laws, Lighthouse complies with compensation disclosure requirements for roles that may be hired in locations under these requirements. Factors that may be used to determine your actual salary may include a wide array of factors, including: your specific skills and experience, geographic location, or other relevant factors. The salary range for this position may be tailored to be lower or higher in different talent markets.
Lighthouse offers a comprehensive quality benefits package including, medical, dental, vision, and a 401k with company match. Company paid benefits also include Life & AD&D, short and long-term disability, telemedicine, and other wellness plans. We offer a generous Flexible PTO program and paid volunteer days. Employees may also participate in voluntary insurance plans including accident, hospitalization, and critical illness plans as well as pet insurance.
This role will be eligible to participate in an annual bonus or incentive program.
As a trailblazer and catalyst for change, Lighthouse rises to each opportunity to help our clients, and our people do what they do best-shine.
