Overview

Role Summary

The Director, Strategic Sales is a senior commercial strategist responsible for elevating Consilio’s enterprise selling capability across the entire sales organization. This role functions as a force multiplier and does so in three primary ways:

 

• Partnering with Regional Sales Directors to strengthen how they apply strategic selling approaches within their teams (approximately 30%).
• Supporting high-value enterprise pursuits as a deal coach, shaping strategy, messaging, and executive engagement (approximately 40%).
• Leading a small group of high-performing sellers and developing them into champions of strategic selling who can model and promote these behaviors across their own opportunities and teams (approximately 30%).

 

This position serves as a commercial lieutenant to the CRO and senior sales leadership, helping the organization raise its enterprise selling maturity, improve pursuit quality, and accelerate growth in priority markets.

Responsibilities

Key Responsibilities:

 

Strategic Selling Partnership with RSDs:

• Work directly with Regional Sales Directors to embed strategic selling approaches into their team rhythms, deal reviews, and pursuit planning.
• Provide coaching, frameworks, and practical tools that help RSDs elevate how their teams qualify, multithread, differentiate, and engage senior stakeholders.
• Reinforce consistent commercial motions across regions and help RSDs adopt new GTM initiatives.

Strategic Enterprise Pursuit Coaching:

• Serve as a deal coach for high-stakes pursuits, guiding Sales Directors and RSDs through strategy development, executive engagement, competitive positioning, and negotiation planning. Engage with Verticals as needed to include them in the growth of their overall Vertical.
• Mobilize cross-functional deal teams for complex opportunities, ensuring solution, delivery, advisory, and executive resources are aligned.
• Improve pursuit quality by bringing pattern recognition, commercial rigor, and structured thinking to the most important deals in the pipeline.

Leadership of Strategic Sellers:

• Manage a small cohort of high-performing sellers who are ready to adopt and model advanced strategic selling behaviors.
• Provide hands-on coaching, deal strategy support, and skill development to help these individuals become internal champions of enterprise selling.
• Ensure this group actively promotes strategic selling approaches within their own territories and teams, creating a multiplier effect across the organization.

Commercial Strategy and GTM Evolution:

• Partner with the CRO and senior leadership to operationalize new GTM motions, including vertical expansion, advisory-led selling, AI-enabled offerings, and enhanced client experience standards.
• Identify capability gaps across the sales force and collaborate with leadership to address them through training, tools, and process improvements.
• Contribute to the development of commercial playbooks, pursuit frameworks, and sales methodologies.

Executive Client Engagement:

• Participate in strategic client meetings where senior commercial presence is required.
• Support sellers in navigating C-suite, legal, compliance, and procurement stakeholders.
• Strengthen Consilio’s executive brand through advisory-led conversations and strategic engagement.

Qualifications

Qualifications and Experience:

• 8-10 years of enterprise sales experience in legal services, legal technology, advisory, or complex managed services.
• Demonstrated mastery of enterprise pursuits, including strategy development, executive engagement, competitive differentiation, and negotiation.
• Proven ability to coach senior sellers and elevate commercial performance across a large, distributed sales organization.

Leadership and Behaviors:

• Exceptional communication and facilitation skills; able to coach, challenge, and inspire experienced sellers.
• High executive presence and credibility with C-suite clients and internal leadership.
• Strategic thinker with strong pattern recognition across industries, verticals, and deal types.
• Comfortable operating in an influence-based role where success is measured by capability uplift, pursuit outcomes, and organizational impact.

Work Model and Travel:

• Remote/Hybrid within the U.S.
• Travel 30–40% for coaching sessions, pursuit support, and executive engagements.

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