Head of Sales

Listed August 4, 2022

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Redgrave Data is a legal technology startup that provides innovative data services to clients, including eDiscovery vendor management, expert consulting, data visualization, automation of legal tasks and analysis, and other solutions for legal operations, Information Governance and compliance functions.

The Head of Sales will develop and grow client relationships for Redgrave Data's global, collaborative team of eDiscovery and Information Governance professionals. The Head of Sales will be responsible for identifying new client relationships, developing existing relationships, and identifying potential solutions that our team can provide based on client and market information and feedback. A successful candidate will be skilled in identifying qualified new business opportunities while leveraging existing relationships to grow existing business.

As our company grows, the Head of Sales will be responsible for managing the sales budget, participating in marketing campaigns, hiring and managing additional sales personnel, and reporting key performance indicators (KPIs) to other members of management. It is important to know that initially this is the only full-time employee dedicated sales position and a successful candidate must be willing to engage in day-to-day sales activities.

ESSENTIAL DUTIES, TASKS, AND RESPONSIBILITIES

  • Identify, qualify, and close new business opportunities by leveraging existing relationships as well as leveraging the valuable network of various stakeholders at Redgrave Data
  • Work with the Redgrave Data management team to develop, manage and report on strategy, budget, operations and performance for a growing sales department
  • Develop strategy and execute plans to grow relationships with key internal and external client stakeholders that have needs for Redgrave Data services
  • Develop and maintain a strong understanding of clients' business and data needs related to eDiscovery, Information Governance, and legal operations; skillfully manage client relationships
  • Work with internal subject matter experts to capture and maximize revenue opportunities
  • Develop and deliver client proposals and respond to RFPs for Redgrave Data services
  • Experience and the understanding of when to utilize appropriate pricing models for services, including unit-based and AFAs
  • Manage sales pipeline through all phases of sales and delivery of services
  • Maintain timely and accurate list of prospects/clients, related pipeline and sales activity through CRM database
  • Create and maintain a robust calendar of business development meetings and attend industry and legal networking events on an ongoing basis

SKILLS, KNOWLEDGE, AND ABILITIES

  • Demonstrated success in building sales revenue and developing high revenue client accounts
  • Strong familiarity with eDiscovery, Information Governance and legal operations markets, including industry trends, software and workflows, and key decision makers
  • Ability to make compelling presentations to decision-makers at all levels
  • Exceptional interpersonal communication, presentation, writing, and customer service skills; able to adapt message quickly to the appropriate level or function with poise, polish, and relevance
  • Ability to articulate complex subject matter to non-technical audiences in a concise and compelling manner
  • Ability to work in a remote team setting and independently with minimal supervision
  • Ability to meet changing deadlines, work under pressure, and balance competing demands
  • Outstanding analytical and problem-solving abilities
  • Excellent organizational and leadership skills
  • Proactive work style exhibiting a high level of follow up and follow through
  • Ability to travel domestically and internationally as needed

QUALIFICATIONS

  • Seven (7) or more years of experience in a business development or related role for an eDiscovery or Information Governance company, law firm or corporate department
  • Bachelor's degree, or equivalent combination of education, training, and experience
  • Experience managing staff and remote teams

Redgrave Data is an Equal Employment Opportunity (EEO) employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veterans' status, or other status protected by applicable law.

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