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

Job Description 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.
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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 . click apply for full job details