Senior Account Director / Business Development / National

Job Description

Job Title: Senior Account Director Department: Sales

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Reports to: Managing Director

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Hours: Full-time

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This Senior 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.

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Job Summary:

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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.

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What Success Looks Like

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• Build and manage a senior-level book of business that includes strategic accounts, enterprise buyers, and acquire multiple new clients.
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• Consistently create qualified pipeline through targeted account planning, relationship development, referrals, industry engagement, and disciplined outbound activity.
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• Expand Avalon’s footprint across multiple service lines by identifying cross-sell and upsell opportunities before competitors do, lead competitor take out scenarios.
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• Demonstrated ability to sell multiple service lines across legal services, eDiscovery, managed review, cybersecurity, staffing, and print services
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• Lead complex, multi-stakeholder sales cycles from discovery through proposal, negotiation, contracting, and onboarding.
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• Develop executive-level relationships with law firms, corporate legal departments, compliance, security, procurement, and business operations leaders.
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• Maintain accurate CRM, forecasting, billing, and financial discipline with clear visibility into deal progression, risks, next steps, and revenue timing.
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• Serve as an internal voice of the client by aligning sales, operations, recruiting, marketing, and leadership around client priorities and revenue opportunities.
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• Meet or exceed annual revenue, gross margin, pipeline generation, new business, client expansion, and activity expectations.
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Duties and Responsibilities

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Account Management and Retention

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• 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.
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• Serve as the senior commercial relationship owner for assigned clients, ensuring Avalon maintains strong executive access, high client satisfaction, and long-term account retention.
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• Develop a deep understanding of each client’s business, legal and operational priorities, buying process, budget cycles, competitive pressures, and service needs.
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• Conduct regular strategic business reviews that assess service performance, identify risks, uncover expansion opportunities, and reinforce Avalon’s value.
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Growth and Expansion

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• Build and execute multiyear account strategies that deepen Avalon’s footprint across legal services, eDiscovery, managed review, cybersecurity, staffing, and related professional services.
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• Identify and advance expansion opportunities across existing clients, including cross-sell, upsell, referral, and enterprise-introduction opportunities.
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• Create measurable account-growth plans tied to revenue, margin, pipeline, wallet-share growth, stakeholder expansion, and client-retention outcomes.
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• Use market insight, competitor awareness, and client-specific intelligence to position Avalon as the preferred partner for complex and time-sensitive client needs.
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New Business Development

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• 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.
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• Generate qualified opportunities through self-directed prospecting, executive networking, referrals, partner relationships, industry events, targeted campaigns, and account-based outreach.
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• Lead complex sales engagements from discovery through close, coordinating internal resources and maintaining clear control of next steps, decision criteria, timing, and commercial path.
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• Demonstrate repeatable evidence of hunting discipline, including target-account research, contact strategy, account penetration, meeting generation, opportunity creation, and conversion to revenue.
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Client Relationship Building

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• Build strong relationships with senior stakeholders, executive sponsors, decision-makers, influencers, procurement contacts, and operational leaders across client organizations.
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• Translate client business issues into Avalon solutions that are clear, outcome-oriented, commercially sound, and differentiated from competing providers.
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• Facilitate strategic discussions that uncover pain points, create urgency, strengthen trust, and position Avalon as a long-term advisor rather than a transactional vendor.
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• Represent Avalon professionally in executive meetings, client presentations, industry events, and high-stakes sales conversations.
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Sales Execution and Revenue Performance

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• Prepare and lead development of proposals, pricing models, commercial structures, Statements of Work, renewal plans, and client presentations for complex engagements.
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• Prepare and lead Master Service Agreements with clients, including positioning, review, and execution.
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• Negotiate commercial terms, manage client objections, create urgency, and lead closing activity for strategic opportunities.
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• Maintain an accurate, current, and strategically prioritized pipeline in CRM, including next steps, close plans, forecast category, probability, revenue timing, and risk factors.
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• Meet or exceed annual revenue, gross margin, new business, expansion, pipeline-generation, forecast-accuracy, and activity targets.
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Cross-Functional Collaboration

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• Partner closely with operations, project management, recruiting, marketing, finance, sales leadership, and subject matter experts to ensure client solutions are feasible, compelling, and profitable.
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• Coordinate internal stakeholders throughout the sales cycle so proposals, pricing, staffing, timelines, assumptions, and delivery commitments are aligned before client presentation.
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• Communicate client priorities, competitive dynamics, delivery risks, and revenue opportunities clearly to internal teams.
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• 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.
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Qualifications

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• Bachelor’s degree in business, marketing, communications, or related field, or equivalent experience.
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• 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.
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• Proven record of self-sourced pipeline creation, new logo acquisition, strategic account growth, and repeatable revenue production.
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• Demonstrated ability to manage complex sales cycles involving multiple stakeholders, executive buyers, procurement, legal, operations, and technical or service-delivery teams.
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• Experience managing larger or more complex client relationships, including enterprise accounts, national accounts, or high-growth strategic accounts.
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• Strong CRM discipline and ability to manage accurate pipeline, forecast, activity, account plans, and revenue reporting.
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• Existing relationships in law firms, corporate legal departments, compliance, information governance, cybersecurity, enterprise operations, or related buyer communities preferred.
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• Experience using HubSpot, LinkedIn Sales Navigator, ZoomInfo, ApolloAI, and eRecruit a plus
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• Ability to operate independently with minimal oversight” to qualifications.
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• Strong executive‑level communication skills (written, verbal, and presentation).
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• Comfort working in a competitive, high‑urgency environment.
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Skills and Abilities

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• Advanced consultative selling, executive relationship development, and strategic account planning skills.
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• Ability to influence senior client stakeholders and internal leaders through business insight, credibility, preparation, and clear communication.
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• Strong commercial acumen, negotiation discipline, objection handling, presentation quality, and closing ability.
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• Ability to manage large account portfolios, complex opportunities, multiple buying committees, and competing priorities simultaneously.
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• High accountability, curiosity, resilience, coachability, and comfort operating in a metrics-driven sales environment.
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• Ability to use market trends, competitor positioning, Avalon messaging, and client pain points to create differentiated sales strategies.
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Physical Requirements

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• Prolonged periods of sitting and working on a computer.
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• Frequent client meetings conducted virtually or in person.
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Travel Requirements

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• Travel as required for client meetings, relationship development, and industry events.
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• Reliable transportation and valid driver’s license required if travel is requested.
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