Sales Director - Channel Partner Sales (Legal and e-Discovery)

Job Description:

If the following job requirements and experience match your skills, please ensure you apply promptly.

Job Title: Account Director or Senior Account Director

Department: Sales

Reports to: Managing Director

Hours: Full-time

This role requires a minimum of 3 years of sales experience directly working with law firms or corporate legal departments as a minimum to be considered. This role primarily will focus on channel partner sales development.

Understanding how to create mutually beneficial partnerships within a cooperative competitive environment is ultimately the most critical component of success in this position. It is crutial to understand the concept of co-opetition (cooperative competition). One of the biggest challenges in legal services channel partnerships is overcoming the mindset of \"they're our competitor\" and instead positioning Avalon as a strategic extension of a partner's capabilities rather than a threat.

Job Summary:

The Senior Account Director is an experienced, growth-focused sales leader responsible for expanding Avalon's revenue through strategic account development, enterprise relationship management, and self-generated new business. This role owns a portfolio of high-value clients and priority prospects across legal services, eDiscovery, managed review, cybersecurity, staffing, and related professional services markets. The Senior Account Director is expected to operate with a high degree of independence, build executive-level relationships, create and advance qualified pipeline, lead complex sales cycles, and position Avalon as a trusted partner for mission-critical client needs.

What Success Looks Like

Build and manage a senior-level book of business that includes strategic accounts, enterprise buyers, and acquire multiple new clients.

Consistently create qualified pipeline through targeted account planning, relationship development, referrals, industry engagement, and disciplined outbound activity.

Expand Avalon's footprint across multiple service lines by identifying cross-sell and upsell opportunities before competitors do, lead competitor take out scenarios.

Demonstrated ability to sell multiple service lines across legal services, eDiscovery, managed review, cybersecurity, staffing, and print services

Lead complex, multi-stakeholder sales cycles from discovery through proposal, negotiation, contracting, and onboarding.

Develop executive-level relationships with law firms, corporate legal departments, compliance, security, procurement, and business operations leaders.

Maintain accurate CRM, forecasting, billing, and financial discipline with clear visibility into deal progression, risks, next steps, and revenue timing.

Serve as an internal voice of the client by aligning sales, operations, recruiting, marketing, and leadership around client priorities and revenue opportunities.

Meet or exceed annual revenue, gross margin, pipeline generation, new business, client expansion, and activity expectations.

Duties and Responsibilities

Account Management and Retention

Own and grow a portfolio of strategic, high-value, and enterprise client accounts with clear account plans, growth targets, stakeholder maps, and service-expansion strategies.

Serve as the senior commercial relationship owner for assigned clients, ensuring Avalon maintains strong executive access, high client satisfaction, and long-term account retention.

Develop a deep understanding of each client's business, legal and operational priorities, buying process, budget cycles, competitive pressures, and service needs.

Conduct regular strategic business reviews that assess service performance, identify risks, uncover expansion opportunities, and reinforce Avalon's value.

Growth and Expansion

Build and execute multiyear account strategies that deepen Avalon's footprint across legal services, eDiscovery, managed review, cybersecurity, staffing, and related professional services.

Identify and advance expansion opportunities across existing clients, including cross-sell, upsell, referral, and enterprise-introduction opportunities.

Create measurable account-growth plans tied to revenue, margin, pipeline, wallet-share growth, stakeholder expansion, and client-retention outcomes.

Use market insight, competitor awareness, and client-specific intelligence to position Avalon as the preferred partner for complex and time-sensitive client needs.

New Business Development

Identify, pursue, and close new client opportunities in priority markets, including law firms, corporate legal departments, enterprise organizations, compliance teams, security leaders, and professional services buyers.

Generate qualified opportunities through self-directed prospecting, executive networking, referrals, partner relationships, industry events, targeted campaigns, and account-based outreach.

Lead complex sales engagements from discovery through close, coordinating internal resources and maintaining clear control of next steps, decision criteria, timing, and commercial path.

Demonstrate repeatable evidence of hunting discipline, including target-account research, contact strategy, account penetration, meeting generation, opportunity creation, and conversion to revenue.

Client Relationship Building

Build strong relationships with senior stakeholders, executive sponsors, decision-makers, influencers, procurement contacts, and operational leaders across client organizations.

Translate client business issues into Avalon solutions that are clear, outcome-oriented, commercially sound, and differentiated from competing providers.

Facilitate strategic discussions that uncover pain points, create urgency, strengthen trust, and position Avalon as a long-term advisor rather than a transactional vendor.

Represent Avalon professionally in executive meetings, client presentations, industry events, and high-stakes sales conversations.

Sales Execution and Revenue Performance

Prepare and lead development of proposals, pricing models, commercial structures, Statements of Work, renewal plans, and client presentations for complex engagements.

Prepare and lead Master Service Agreements with clients, including positioning, review, and execution.

Negotiate commercial terms, manage client objections, create urgency, and lead closing activity for strategic opportunities.

Maintain an accurate, current, and strategically prioritized pipeline in CRM, including next steps, close plans, forecast category, probability, revenue timing, and risk factors.

Meet or exceed annual revenue, gross margin, new business, expansion, pipeline-generation, forecast-accuracy, and activity targets.

Cross-Functional Collaboration

Partner closely with operations, project management, recruiting, marketing, finance, sales leadership, and subject matter experts to ensure client solutions are feasible, compelling, and profitable.

Coordinate internal stakeholders throughout the sales cycle so proposals, pricing, staffing, timelines, assumptions, and delivery commitments are aligned before client presentation.

Communicate client priorities, competitive dynamics, delivery risks, and revenue opportunities clearly to internal teams.

Serve as a senior resource within the sales organization by sharing market feedback, deal strategy, client insights, and repeatable sales practices with peers and leadership.

Qualifications

Bachelor's degree in business, marketing, communications, or related field, or equivalent experience.

7+ years of progressive B2B sales, strategic account management, or business development experience, preferably in legal services, eDiscovery, managed review, cybersecurity, staffing, technology, consulting, or other complex professional services markets.

Proven record of self-sourced pipeline creation, new logo acquisition, strategic account growth, and repeatable revenue production.

Demonstrated ability to manage complex sales cycles involving multiple stakeholders, executive buyers, procurement, legal, operations, and technical or service-delivery teams.

Experience managing larger or more complex client relationships, including enterprise accounts, national accounts, or high-growth strategic accounts.

Strong CRM discipline and ability to manage accurate pipeline, forecast, activity, account plans, and revenue reporting.

Existing relationships in law firms, corporate legal departments, compliance, information governance, cybersecurity, enterprise operations, or related buyer communities preferred.

Experience using HubSpot, LinkedIn Sales Navigator, ZoomInfo, ApolloAI, and eRecruit a plus

Ability to operate independently with minimal oversight" to qualifications.

Strong executive-level communication skills (written, verbal, and presentation).

Comfort working in a competitive, high-urgency environment.

Skills and Abilities

Advanced consultative selling, executive relationship development, and strategic account planning skills.

Ability to influence senior client stakeholders and internal leaders through business insight, credibility, preparation, and clear communication.

Strong commercial acumen, negotiation discipline, objection handling, presentation quality, and closing ability.

Ability to manage large account portfolios, complex opportunities, multiple buying committees, and competing priorities simultaneously.

High accountability, curiosity, resilience, coachability, and comfort operating in a metrics-driven sales environment.

Ability to use market trends, competitor positioning, Avalon messaging, and client pain points to create differentiated sales strategies.

Physical Requirements

Prolonged periods of sitting and working on a computer.

Frequent client meetings conducted virtually or in person.

Travel Requirements

Travel as required for client meetings, relationship development, and industry events. xhyhwjd

Reliable transportation and valid driver's license required if travel is requested.