Job Details

Head of Sales (CONSULTANCY)

ANYWHERE, United States
  • Employment Type: Direct Hire
Our client, a boutique e-discovery, digital forensic and information security service provider, is seeking a Head of Sales. The Head of Sales will be a strategic sales professional that will lead the account-based sales department. In this role, you will provide leadership and management of account managers, supporting and growing the client base to achieve organization goals. In addition to managing the team, the Head of Sales will also manage a sales playbook, sales KPI's, and maintain the organization's CRM (HubSpot) including sales activities, pipeline, forecasting, and account relationships. The ideal candidate will have hands-on experience in sales in the legal services industry and an ability to deliver an excellent client experience and have proven work experience and achievement as a relationship-focused sales leader. Experience managing a professional services sales team in reaching or exceeding weekly/monthly activity goals and revenue quotas, familiarity with technology and digital forensics, understanding of the legal industry and law firms, and experience working with legal professionals and law firms is preferred.  Send resumes to [email protected].

Responsibilities:
  • Provide leadership and management of a team of account managers, supporting and growing our client base to achieve organization goals.
  • Drive and support the fostering, developing, and solidifying of account relationships, including 'opening doors' into new accounts and clients.
  • Develop, manage, and generate referrals from existing accounts.
  • Manage the health of established accounts by maintaining account coverage across account managers and ensuring the frequency of quality sales activity within accounts.
  • Identify and develop sources for RFIs/RFPs, determine viable opportunities, and lead the response organization for long-term contracts.
  • Manage a sales playbook, sales KPI's, while holding account managers accountable.
  • Responsible for hitting revenue goals and sales quotas.
  • Manage and maintain the organization's CRM (HubSpot) to manage sales activities, pipeline, forecasting, and account relationships.
  • Understanding the project lifecycle, collaborating with the forensic operations team, to leverage and maximize engagement with clients based on their project outcomes.
  • Identify, qualify, develop, and support the development of new partner organizations and RFP/RFI opportunities.
  • Actively manage to account managers’ sales comp plans and established revenue quotas.
  • Support the scoping, qualification, and transition of sales opportunities with the forensic operations team to successfully launch projects
  • Schedule and conduct weekly sales department meetings within the EOS framework
  • Collaborate with the Marketing Department to develop and implement new sales strategies and content
  • Proactively identify, solve & escalate issues as necessary
  • Proactively identifying issues and opportunities

Requirements:
  • Proven work experience and achievement as a relationship-focused sales leader
  • Hands-on experience in sales in the legal services industry and an ability to deliver an excellent client experience
  • Knowledge of CRM software and a general understanding of technology, familiarity with digital forensics is a plus
  • Deep understanding of sales performance metrics
  • Excellent communication, relationship-building, and team working skills
  • Desire to learn, grow and excel within the organization
  • An ability to deliver projects and answer inquiries on time
  • Business acumen with a problem-solving attitude
  • BS degree in Business Administration, Marketing or relevant field, or applicable experience 

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