[Remote] Sales Director - Channel Partner Sales (Legal and e-Discovery)

Note: The job is a remote job and is open to candidates in USA. Avalon is hiring a sales leader to grow revenue through channel partnerships, strategic account development, and new business. The role develops executive relationships, expands client accounts across legal and related services, and leads complex sales cycles from prospecting through close.

Responsibilities

• 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
• 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
• 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
• 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
• 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
• 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

Skills

• 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
• 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)
• 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
• 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
• Ability to operate independently with minimal oversight
• Strong executive‑level communication skills (written, verbal, and presentation)
• Comfort working in a competitive, high‑urgency environment
• 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
• Reliable transportation and valid driver's license required if travel is requested
• Preferably in legal services, eDiscovery, managed review, cybersecurity, staffing, technology, consulting, or other complex professional services markets
• 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

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