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Sales Director (Corporate Lawyer)

Company: Apperio
Location: New York
Posted on: November 26, 2022

Job Description:

Apperio is a VC-backed, SaaS platform to intelligently monitor, measure and manage vital information, communication and activity between in-house legal teams and their Law Firms. We sit at the heart of a two-sided network. On one side are Apperio's corporate customers, on the other their law firms. Our clients use Apperio to stay in control of their legal spend by receiving their legal spend data from their law firms in realtime. We integrate directly into the golden source of data from law firms, their practice management systems, to provide granular unbilled time entry data as well as invoices and analytics. Clients gain unprecedented visibility over billed and unbilled activity, a truly radical level of transparency that elevates the trust between corporations and their law firms. We are currently a team of 45 and have ambitious plans for the next two years. To help achieve these we are looking for a Sales Director to join the Sales team. Reporting to the CEO, this role is an outstanding opportunity for a corporate or inhouse lawyer to transition into a unique business role that leverages the skillset, expertise and network that you have acquired throughout your legal career.RequirementsFor this role you will:

  • Be the customer facing representation of the Apperio organization, becoming an expert in the value we provide customers and how prospective customers can drive value through our unique ability to provide control ahead of the invoice.
  • Invest in your training: We will provide you with the resources to level up your SaaS sales skill set, and we are looking for someone who is excited by the opportunity to both be successful in the role and create a career in SaaS sales.
  • Meet and exceed quota repeatedly, quarter on quarter, by identifying and engaging opportunities where the Apperio platform drives value for a customer.
  • Strong attention to detail with Salesforce reporting (which we will train you in) ensuring that our source of record accurately reflects the current state of accounts and opportunities
  • Forecast quota attainment: you will be responsible for delivering a beginning of quarter forecast, then managing deals through your pipeline to either achieve or exceed said forecast at the end of the quarter. You will be measured on your ability to accurately deliver on this forecast... We are looking for repeatable success.
  • Shape a qualified sales pipeline by strategically thinking about makeup of your pipeline, health of deals and red flags in each opportunity. We are looking for someone with:
    • Experience - 2+ years' of experience in law, ideally with experience of corporate and transactional work and from a leading law firm
    • Background in private capital - Knowledge of the mechanics within Private Equity industry
    • Gravitas - Ability to converse with and sell to a sophisticated buyer, i.e. General Counsels, Finance Directors etc) - you'll be equally comfortable pitching to top executives as you are crafting proposals
    • Interpersonal skills - Ability to earn customer trust in combination with exceptional communication skills
    • Collaborative approach- Be able to work with the wider team to build a compelling narrative around a complex product
    • Self-motivation - Be self-reliant, have the ability to operate autonomously and motivated to build a sales pipeline How you'll be supported:
      • Subscription to The Pavilion Community, giving you access to thousands of revenue facing professionals for you to help grow your career and skill sets
      • Coaching in outbound prospecting and deal handling
      • Training on classic SaaS sales methodologies including MEDDPICC and Challenger Sales Nice to Have
        • Previous experience in a SaaS business and/or legal-tech start-up
        • A network of contacts in the top global PE firms Benefits
          • Competitive salary - $100k-150k base salary (depending on experience) + commission
          • Medical, dental, and vision insurance base plans at no additional cost
          • Employer-sponsored retirement plans
          • Flexible working
          • Equity
          • Generous PTO
          • Annual learning and development stipend (equivalent of $2K US)
          • Generous maternity and paternity leave
          • Discounted gym membership

Keywords: Apperio, New York , Sales Director (Corporate Lawyer), Sales , New York, New York

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