Director of Sales, Global Large Law Firms

About this role

Growth in Global Large Law isn't just about closing deals — it's about building the engine that drives net-new adoption of our agentic AI suite of products including CoCounsel Legal, Westlaw, Practical Law across the world's most sophisticated AmLaw firms. We're looking for a proven sales leader ready to step into a high-impact role architecting the strategy and team behind our net-new sales performance in Global Large Law Firms (GLLF).

As Director of Sales, you'll take ownership of the full hunting motion — from pipeline generation and deal execution to coaching discipline and growth strategy alignment — while building and developing a bench of Senior Sales Executives and Associate Sales Executives poised for growth. This is a chance to bring structure, visibility, and sharper execution to one of our most strategic books of business, partnering closely with GLLF Leadership, account teams, GCDs, ABM, and Product teams to turn opportunity into revenue.

If you're energized by hunting net-new business, coaching high-performing sales talent, and winning high-value deals in a complex, relationship-driven market, this role offers a unique opportunity to shape the future of how we grow our Global Large Law Firm relationships.

About the Role

In this role as Director of Sales, Global Large Law Firms , you will be accountable for:

Sales Team Leadership:

• Lead, mentor, and manage a team of high-performance Senior Sales Executives and Associate Sales Executives across GLLF

• Set and enforce standards for hunting activity, opportunity generation, and deal execution, holding the team accountable to individual and team success

• Build a bench through coaching, visibility, and career development planning

Net-New Sales Execution and Growth Strategy:

• Own hunter-led outreach directly to the attorney user community, including cold calling, cold messaging, and cold demos to generate qualified net-new opportunity

• Execute on growth strategies focused on securing high-value, high-impact deals that align with GLLF's revenue and growth goals

• Adapt sales approaches to engage attorneys effectively in virtual and digital selling environments

Coaching and Performance Development:

• Clearly communicate and track KPIs for the team, delivering regular coaching sessions on pipeline, deal structure, and timelines

• Create, update, and execute individualized coaching plans for each team member around skill development and career growth

• Deliver quarterly performance reviews aligned with each rep's coaching plan

Pipeline, Forecasting, and Reporting Rigor:

• Own monthly reporting on team performance and weekly reporting on sales pipeline and forecast

• Ensure reporting and commentary demonstrate clear alignment with the GLLF Growth Strategy

• Exceed sales targets through disciplined pipeline management and forecast accuracy

Market Intelligence and Customer Advocacy:

• Stay informed on market trends, competitor activity, and emerging opportunities, adapting sales strategy for maximum impact and flagging risk indicators

• Engage with key customers to build strong relationships and gather feedback and data that inform strategy

• Maintain a strong recruiting pipeline to support ongoing team growth

Cross-Functional Collaboration and Enablement:

• Partner with GLLF Leadership, account teams, GCDs, ABM, and Product teams to optimize growth opportunities across GLLF

• Foster a positive, collaborative team culture that supports high performance and retention of top talent

About You

You're a fit for the role of Director of Sales, Global Large Law Firms if your background includes:

• 8+ years of sales leadership experience, including direct people management of sales teams

• Proven track record of hunting and closing net-new business, including cold outreach and demo experience directly with end users

• Demonstrated ability to execute growth strategies focused on high-value, high-impact deals within complex, relationship-driven markets

• Strong proficiency in sales reporting, pipeline management, and forecast rigor, with experience delivering leadership-ready performance updates

• Demonstrated ability to build coaching rhythms and performance frameworks that connect team activity to measurable sales outcomes

• Experience partnering cross-functionally with account teams, GCDs, ABM, and Product teams to align strategy and maximize growth opportunities

• Knowledge of law firm customers and workflows preferred; JD preferred but not required

• Bachelor's degree or equivalent experience

• Strong analytical and executive communication skills, with the ability to identify solutions to business trends and recommend appropriate actions to senior executives

#LI-AY1

What’s in it For You? • Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.

• Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.

• Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.

• Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Cust

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