Position Overview:
The Sales Manager is responsible for driving sustainable growth within a defined territory by acquiring new clients. This quota-carrying, full-cycle sales role requires a self-motivated professional who excels at consultative selling, understands complex business environments, and can build strong relationships with prospective clients and internal stakeholders. The ideal candidate combines business acumen, value-based selling, and disciplined opportunity management to consistently exceed sales targets.
What You'll Do:
- Prospecting: Build and maintain a strong pipeline through targeted outreach, strategic account planning, and close collaboration with Sales Development and Marketing to generate qualified opportunities
- Value Justification: Develop compelling business cases by understanding law firm and IP operations challenges, demonstrating ROI, and aligning solutions to client needs.
- Opportunity Management: Lead consultative sales engagements, manage opportunities through the full sales cycle, maintain pipeline health, and forecast accurately in Salesforce.
- Customer-Centric Focus: Act as a trusted advisor by conducting thoughtful discovery, tailoring solutions to client priorities, and advocating for customer needs throughout the sales process.
- Closing Opportunities: Drive deals to successful close by navigating complex buying groups, addressing objections, managing contract negotiations, and consistently achieving quota.
- Internal Partnering: Collaborate effectively with Marketing, Sales Engineering, Legal, and other internal teams to maximize engagement, accelerate opportunities, and improve win rates.
- Process Management: Maintain accurate Salesforce records, follow established sales methodologies, leverage pipeline analytics, and use data to continuously improve performance and forecasting accuracy
What You'll Need to Be Successful:
- Bachelor's degree and 5+ years of full-cycle sales experience, preferably in SaaS, enterprise software, or technology solutions.
- Proven success by achieving or exceeding quota in a new business sales environment.
- Experience selling into professional services, technology, B2B software, or other complex business environments.
- Ability to develop ROI-driven business cases and articulate value to executive stakeholders.
- Experience managing complex, multi-stakeholder sales cycles from prospecting through close.
- Skilled at consultative selling, discovery, presentations, and negotiation.
- Demonstrated ability to proactively generate pipeline through multi-channel prospecting.
- Strong opportunity management, forecasting, and CRM discipline, preferably with Salesforce.
- Excellent verbal, written, and presentation skills with the ability to build trusted advisor relationships.
- Collaborative approach and ability to work effectively with cross-functional teams including Marketing, Sales Engineering, Customer Success, and Legal.
Perks & Benefits:
- Hybrid or fully remote work model
- Medical, dental, vision, life, and pet insurance
- 401(k) with company match
- Casual and fun work environment
- 3 weeks of vacation
- 8 company holidays, plus 2 floating holidays
The total rewards package for this role is expected to include an annual salary between $85,000-$105,000, determined based on factors such as relevant experience, skills, and qualifications. Additional compensation may include a comprehensive benefits package.
