About the Role
AI is already a board-level priority for legal teams but most are still working out how to turn ambition into real operational change. Factor's built a suite of AI Enablement offerings to support this need. It's the fastest-growing segment of our business and on target to double in 2026.
We're looking for a Sales Lead to help build that market.
You'll be part enterprise seller, part category builder, and part GTM builder. You'll lead a small sales pod while directly developing and closing opportunities with senior legal, legal operations, procurement, transformation, and business stakeholders.
This is a player-coach role for someone who wants to do more than inherit a playbook. You'll help create the playbook: designing a modern GTM motion, shaping the message, testing outbound and marketing-led strategies, coaching early-career sellers, and building a repeatable commercial engine for one of Factor's most important growth areas
Why is this role is different?
You won't be stepping into a fully built sales machine. You'll help create it.
This role is not simply about selling technology. It is about helping legal teams realize the benefits of AI through practical enablement, workflow change, and measurable operational impact.
Responsibilties:- Build and lead a small sales pod of early-career sellers
- Design and execute a modern, high-velocity GTM motion across targeted outreach, events, referrals, account-based campaigns, executive networks, BDR-style motions, and marketing-led demand
- Sell Factor's AI Enablement offering as a practical, repeatable journey for legal transformation, anchored in productized solutions including our award-winning Sensemaker Academy
- Build the sales playbook: messaging, outreach, demos, qualification, pitch materials, proposals, enablement content, and coaching rhythms
- Bring buyer feedback back into the business to improve packaging, positioning, product modules, demos, and go-to-market strategy
- Own both individual contribution and pod-level outcomes as the team scales
Criteria:- 6-8+ years of B2B sales, commercial, or client development experience
- High energy, commercial drive, and a track record of overperformance
- Fluency in modern sales motions, including account-based selling, BDR/SDR collaboration, marketing-led demand, sales technology, CRM discipline, and tech-enabled pipeline management
- Strong consultative selling, executive communication, and storytelling skills
- Experience coaching, motivating, mentoring, or informally leading junior commercial talent
- Comfort building structure in an ambiguous or early-stage sales environment
- Interest in AI, legal transformation, contracting, and emerging technology categories
- Experience selling to legal, legal operations, procurement, compliance, or other enterprise functions is strongly preferred
