New Role! LegalTech SaaS! - Director of Sales - Player/Coach Role - $125k - $135k Base, Generous Bonus Structure – Safe Harbor 401k, equity – Remote position

ScoutLab Overview  

ScoutLab represents a privately held Mediation Software Platform that is the first of its kind for dispute resolution and case practice management. Custom–made for dispute resolution, this software was designed to create easier and more secure ways to record, store and use data throughout the mediation process. Whether Private Practice, the Court System, Government, Corporate HR, or Higher Education, this software is the answer in one platform.

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About the Company  

This privately held and self-funded firm founded in 2015, is seeking a Director of Sales to sell large/consultative deals to multiple verticals, and lead and scale a sales team.  

This firm is a leading provider of alternative dispute resolution (ADR) services, specializing in arbitration, mediation, negotiation, and conflict management. With a commitment to innovation, professionalism, and client-centric solutions, this firm is dedicated to reshaping the way disputes are resolved.  

The team at this firm comprises seasoned professionals with extensive experience in legal, business, and conflict resolution fields. Their collective expertise enables them to offer tailored and effective strategies for resolving disputes efficiently and effectively.  

Custom-made for Dispute resolution, this platform can assist your team in Solo Practice, Firm or Mediation Groups, Associations, Law Schools, State – County- and Local Government, Corporate workplaces and Higher Learning Institutions.  

Technology and flexibility drive the software at this firm, and they have designed an efficient, intuitive, collaborative, and secure platform that can change the way your organization accesses and stores critical information.

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About the Role  

• Director of Sales role with Player/Coach responsibilities, reporting to the CEO. Remote role, working from your home office.  
• *$125K - $135k base salary, generous bonus structure and uncapped commissions. Outstanding benefits, 401k with safe harbor match and equity round out the compensation package.  
• Must have at least 5 years of SaaS AE experience and must be a hunter. LegalTech experience moves you to the top of the list.  
• 2 years of sales leadership is a MUST have.  
• Self-motivated and able to effectively manage time to achieve performance goals.  
• Experience using CRM tools like HubSpot, Zendesk Sell, and LinkedIn.

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Official Job Description  

Overview  

Our firm, a strong, established brand in case and practice management software for dispute resolution practitioners, is seeking an ambitious and experienced Director of Sales. Our innovative software solution is designed to streamline the workflow of professionals in the dispute resolution field, including mediators, arbitrators, and legal practitioners, enhancing their efficiency and effectiveness. We are looking for an Account Executive to join our team, who will play a crucial role in expanding our market reach through strategic sales initiatives targeting partner sales, niche markets, government entities, and large dispute resolution firms.  

The target market demographics tend to skew to an older, experienced practitioner, many of whom pursue dispute resolution as a second career. Maturity in interpersonal communications is therefore a priority.

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Responsibilities  

• Research and Identify Opportunities: Many opportunities are already well-defined and awaiting follow-up. Some additional research may be required to identify contacts at potential sales opportunities within the dispute resolution sector, including government and court-related opportunities and large firms specializing in dispute resolution services (mediation and/or arbitration). Additional niche markets may be identified and require further examination.  
• Lead and Scale a Growing Sales Team: Lead and inspire a growing SaaS sales team while maintaining a personal quota and actively driving enterprise deals through the full sales cycle. As a true player-coach, you’ll balance hands-on selling with strategic leadership — mentoring Account Executives, refining outbound and pipeline strategies, and ensuring consistent attainment across the team. Partner cross-functionally with Marketing, RevOps, and Customer Success to optimize lead flow, improve conversion metrics, and accelerate predictable revenue growth.  
• Represent the Company at Industry Events: Collaborate with senior management to identify conferences or other events to sponsor or attend. Manage all aspects of participation in the selected events including planning, scheduling, preparation of sales collateral or other event required items, and travel to attend in-person events to represent the company to the attendees. Additional post-event follow-up and tracking leads and diligent pursuit to closing.  
• Partner Sales Development: Actively seek out and engage with potential partners who can contribute to expanding the reach of the firm's solutions such as trainers of mediation skills, universities, and professional associations. Establish and maintain strong relationships with key stakeholders.  
• Niche Market Penetration: Develop and implement strategies to penetrate known niche markets that can benefit from our software, such as HR departments providing internal conflict resolution. Tailor sales pitches to the specific needs and concerns of each segment.  
• Lead Management and Closing: Use a high level of diligence and perseverance to follow up and close on sales leads, managing from initial contact through sale closure, ensuring a high conversion rate. Maintain detailed records of all sales activities and client communications in our CRM system.  
• Software Demonstrations: After thoroughly learning the company’s software, be comfortable and confident in delivering professional demonstrations to clients using video conferencing or in-person settings.  
• Custom Software Development Proposal Management: As part of managing the sales and closing steps, you may be responsible for working with clients who are requesting customized development work. This requires identifying and gathering business requirements from the client for the custom development work, coordinating the effort internally with dev ops and customer success teams to develop proper scoping and cost estimates, and preparing formal proposals to be delivered to the client to communicate the scope and cost of the request.  
• Measure and Achieve Sales Targets: Must manage measurement of the sales funnel from lead generation through sale and create and provide senior management with monthly reports. Meet and exceed assigned sales targets, contributing to the overall revenue goals of the company.  
• Other Duties as Assigned by Senior Management: Must be flexible and willing to take on additional tasks as requested by Senior Management.

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Qualifications  

• Proven track record in sales, with a preference for experience in SaaS, legal tech or other technology solutions sales.  
• Consultative sales experience required, and formal sales training is preferred. (Sandler, Challenger, etc).  
• Familiarity with the dispute resolution sector is preferred, including understanding the needs and challenges faced by professionals in this area, but you will work in a supportive environment with others with extensive experience to guide you.  
• Strong research skills, with the ability to identify and pursue sales opportunities in niche markets and government sectors. Polite tenacity, particularly in pursuing large organizations or government sales opportunities, is essential.  
• Excellent communication and interpersonal skills, with the ability to build relationships with clients, partners, and stakeholders at all levels.  
• Self-motivated and goal-oriented, with a drive to achieve and exceed sales targets.  
• Proficiency in basic CRM software and Microsoft Office Suite.  
• Ability to work in Microsoft PowerPoint, Word, and Excel with an intermediate to advanced proficiency level.  
• Ability to develop, create, and deliver monthly sales reports to senior-level management and other metrics as requested.

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Position Details  

• Location: Fully remote role, some travel at company expense will be required.  
• Compensation: A competitive compensation package is offered, including a base pay and bonus structure, company 401K with a 3% safe harbor match, and company subsidized medical and dental benefits along with unlimited PTO. For higher-performing sales leadership, equity participation may be offered. Specific details will be determined based on the candidate's experience and the nature of the employment relationship.