Description du poste
Stretto is seeking a Director of Sales, Research Suite, to drive new business for Research Suite, Stretto's AI-enhanced legal research platform built for bankruptcy and restructuring professionals. This role is ideal for a hands-on sales professional with experience selling legal software or B2B SaaS into law firms. The Director of Sales will be responsible for building pipeline, identifying decision makers, leading discovery calls, delivering product demonstrations, managing the sales process, and closing deals. Key Responsibilities: - Own the full sales cycle for Research Suite opportunities, from prospecting and qualification through demo, proposal, negotiation, and close. - Build and manage a pipeline of prospective clients, including law firms, restructuring professionals, bankruptcy practices, legal researchers, and other legal/financial professionals. - Identify and map decision makers and influencers within target accounts. - Conduct discovery calls to understand client needs, current research workflows, pain points, buying process, budget, and decision criteria. - Deliver engaging product demonstrations. - Develop account plans for priority prospects and manage follow-up across multi-touch, multi-stakeholder sales cycles. - Maintain accurate CRM records, pipeline stages, next steps, deal notes, and forecast updates. - Collaborate with Marketing on campaigns, events, webinars, prospecting lists, and sales collateral. - Partner with Product, Customer Success, and internal subject matter experts. - Represent Stretto at legal industry events, conferences, client meetings, and virtual presentations. - Track competitive trends and buyer feedback to help refine messaging, positioning, pricing, and future product enhancements. - Help develop repeatable sales playbooks and potentially mentor or manage additional sales team members.
Profil recherché
- 3+ years of B2B sales experience, preferably in SaaS, legal technology, legal research, eDiscovery, practice management, litigation support, bankruptcy/restructuring, or adjacent professional services technology. - Bachelor's degree required; legal industry, restructuring, bankruptcy, JD, paralegal, legal operations, or legal research experience is a plus. - Demonstrated success carrying and exceeding a sales quota. - Experience selling to law firms, corporate legal departments, legal professionals, or other sophisticated professional services buyers. - Ability to identify decision makers, build relationships, run discovery, deliver product demonstrations, and close new business. - Strong understanding of consultative sales, value-based selling, and multi-stakeholder sales cycles. - Comfort discussing legal workflows, research challenges, AI-enabled tools, security considerations, and implementation needs. - Excellent communication, presentation, negotiation, and relationship-building skills. - Experience with CRM systems such as Salesforce, HubSpot, or similar tools. - Self-starter who can build pipeline independently and operate in an entrepreneurial, evolving product environment.