Director of Sales

Company: Telef--nica S.A.
Location: Washington
Posted on: February 25, 2021

Job Description:

Fastcase is the leading next-generation legal research service that puts a comprehensive national law library and powerful searching, sorting, and data visualization tools at attorneys' fingertips. A D.C. based information technology company founded in 1999, Fastcase is one of the fastest-growing legal research information solutions services in the United States servicing American law firms, in- house counsel, law schools, and government sectors. Do you have a competitive spirt or goal-oriented? Do you know how to hire, train and motivate team members? Do you enjoy selling just as much as leading a team? Do you enjoy negotiating complex, multi-year agreements and solutions? Do you enjoy being a strong voice in go-to-market strategy - taking into account your team's feedback and your client experiences? Do you enjoy crushing your sales targets? Enjoy cultivating new relationships as much as engaging with existing relationships? A desire to continually grow professionally? Passion to inspire clients with forward- thinking products? Then we want you to join our Sales team as a Director of Sales targeting and overseeing a team that engages mid-size and large law firms, and other multi-user accounts in growth categories helping to grow market share for Fastcase solutions including Fastcase and Casemaker legal research, Docket Alarm, AI Sandbox, Full Court Press and API data services. This position is remote based in Washington, DC or southeast region of the US. Responsibilities include, but not limited to: --- Increase market presence and revenue for Fastcase's leading products, from opening conversations with value propositions to facilitating virtual or in-person demonstrations of products - Fastcase 7, Docket Alarm, AI Sandbox, Full Court Press and API data services. --- Act as a player-coach by engaging your vast network of large law firm contacts and corporate contacts in discovery conversations about Fastcase applications and service solutions utilizing a consultative sales approach across a developing team of emerging talent. --- Manage a growing team of sales professionals at varying stages of their careers and skillsets. --- Organize and host sales team calls and participate in cross-department calls representing the sales team and "voice of user" for enterprise partners. --- Manage Southeastern and D.C. clients and prospects through in-person meetings, web demonstrations, and events and conferences. --- Prospect new contacts and deepen business relationships with existing contacts with decision makers, influencers and end-users in assigned territory. --- Record daily, weekly and monthly sales activities in Salesforce.com. --- Qualify and route inbound leads to the team based on Rules of Engagement, and respond to leads that fall within own territory, and train team to qualify and maximize follow-up opportunities. --- Renew and upsell existing accounts to incorporate new Fastcase products or data conversion services in the assigned territory, and coach the team to maximize all renewal and upsell opportunities to retain and grow revenue. --- Develop and maintain existing account relationships with regular touchpoints to ensure client engagement with Fastcase, and leverage the Partner Success team to help deepen engagement of Fastcase products within accounts. --- Inspire your region and develop the team to rebuild past prospects and accounts to re-evaluate Fastcase services and products for their needs. --- Meet and exceed monthly, quarterly, and annual revenue objectives individually and for the team. --- Identify and execute on new revenue growth opportunities, products and categories. --- Act as "voice of user" for your clients with internal colleagues to build and refine go-to-market strategies. --- Collaborate with internal resources to ensure client needs are being met. --- Schedule and facilitate 1:1 coaching sessions with direct reports. --- Promote and enhance company reputation, providing professional and solutions- based assistance. --- Be an active member of the Fastcase Sales team by cross-knowledge sharing and celebrating the team's successes. Requirements: --- 7+ years B2B sales experience, preferred experience in technology or legal services industries --- J.D. helpful, but not required --- Located in the Mountain or Pacific time zones with easy access to major or secondary airport --- Proven track record of growing a business opportunities pipeline, pipeline management, and consistently exceeding company objectives and quotas --- Must love all aspects of the sale process - prospecting, cold-calling, presenting, securing approvals, closing, and asking for referrals --- Be an aggressive self-starter --- Proven track record as an exceptional closer (e.g, President's Club) --- Exceptional presentation, interpersonal, communication, organizational, analytical, and time-management skills, including the ability to communicate formally and casually at all levels of a company ---Ability to quickly develop an understanding of Fastcase products and client needs --- Experience in and willingness to assist in the development and evaluation of new products and the improvement of existing products --- Complete comfort with new technology and complex software products --- Once safe to do so, frequent travel is required to attend in-person meetings, market conferences and events representing Fastcase; the ability to travel via all methods, including the ability to drive oneself --- Must be able to lift 25lbs Fastcase offers a casual, collaborative work environment, comprehensive benefits (including: Premium Medical, Dental, Vision, Group Life & Accidental Death and Disability insurance, Paid time off, 401(K) and competitive salary with commission plan). Fastcase is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. #1 Legal Research App Winner of the prestigious American Association of Law Libraries (New Product) Award, Fastcase for iOS, Android, and Windows Phone is used by more attorneys than any other legal app according to the ABA. Anyone may use the app for free to access Fastcase's comprehensive legal research database on the go. Sign up for a free daylong trial of our premium service, with unlimited printing!

Keywords: Telef--nica S.A., Washington DC , Director of Sales, Executive , Washington, DC