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