Elevate
Director of Sales
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About the role
We count on our leadership team to solve complex business problems with creativity and passion, always be ready to learn something new, and roll up our sleeves to get things done. We are looking for a Director of Sales to own revenue growth of the legal services software product globally.
The role will sit within the Elevate Global Leadership Team.
For a commercial leader, that is a rare combination: a category-leading product, a market that has finally decided it needs this, a story that lands with innovation teams and practicing lawyers alike, and the backing of a global legal software and services business.
You will join a team and have a chance to build upon an established sales motion, with customer success and product alongside you. Your job is to lead and scale what is there, not to carry every function personally.
Three things make this role distinctive.
First, our market
The product is sold to law firms, and increasingly to in-house law teams. Legal buyers are careful, consensus-driven, and unimpressed by generic enterprise software pitches. Credibility in that market is earned, not asserted, and we are looking for someone who already has it.
Second, how we sell
We are building an AI-native company, where AI is how the work actually gets done. In sales, this includes research, call analysis, follow-up, proposals, forecasting, and CRM hygiene. We sell an AI-enabled platform for legal work, so the way we sell should look like the way our customers aspire to work.
Third, where this can lead
You own the number, build the motion, deliver the plan. The leader who succeeds will have the opportunity to grow into a broader role helping shape software at one of the world leading legal software and services companies.
You will be a player first and a coach second, and we mean that as a weighting rather than a turn of phrase. Expect around two thirds of your time on your own deals, generating your own pipeline, running your own demos, and closing, and the remaining third on leading, coaching and scaling the team. You will carry a personal quota of your own, sitting inside the wider team number, and you will be measured against both. If you are looking for a purely strategic leadership seat, this is not it.
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Objectives of this role
- Deliver global revenue plan, across new business, renewal and expansion.
- Personally win a share of the largest and most strategic deals.
- Generate a meaningful share of your own pipeline, and lift the standard of pipeline generation across the team.
- Make the sales motion repeatable and measurable across regions, with forecasting the Board can plan against.
- Grow the number of customers who will advocate for us publicly.
- Bring market insight back into product strategy and pricing.
Specifically, Sales Director will:
- Own the global revenue number, covering new business, and forecast it to a standard the CEO and Board can rely on.
- Lead and close the most strategic deals yourself, running your own discovery and demos, and pulling in sales engineering for deep technical solutioning where required.
- Generate own pipeline. Working your own network is a standing part of this role, not something you delegate - and you set the standard for how the team messages the market.
- Scale the existing sales motion so it runs consistently across regions, with clean pipeline management and CRM discipline.
- Work alongside customer success as a peer function on renewal, expansion and customer advocacy.
- Raise the AI bar for the revenue function, in your own selling and in how the team works.
- Work closely with product on roadmap, pricing and packaging, bringing what you learn in the market back into the business.
- Represent the company externally at industry events, in the press and in the wider legal community.
Experience
- Selling to law firms. At least five years selling software or services into law firms, with a demonstrable understanding of how firms buy: partners, practice group leaders, COOs, innovation and knowledge teams, IT and procurement, and the consensus-building that sits between them.
- Proven closer. A track record of carrying and hitting a number in complex, multi-stakeholder sales cycles.
- Demos the product yourself. You can run a full demo unaided, without a sales engineer in the room, and be credible in both directions: with the lawyers who will use the software day to day, and with the partners, COOs, and CIOs who sign for it.
- Strategic and hands-on. You can set direction, lead a team, and still run relationships yourself from first conversation to close.
- AI-native. You already use AI tools daily and can show us specifically how they have changed the way you sell and the way you manage a pipeline. You are familiar with tools such as Claude, conversation intelligence and a modern CRM. We are more interested in how you use them than in the tool names.
- Network. A strong personal network in the legal market that you can open real conversations from early on.
- Personal brand. Credible in legal services software target segment, and comfortable being visible at events and in the industry conversation.
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Nice to have
- Experience in a startup or scale-up, comfortable with pace, ambiguity and getting involved in the detail.
- Experience selling to in-house law teams, including General Counsel, legal operations, and legal COO functions.
- Experience owning marketing alongside sales.
- Hands-on experience building AI agents, automations or workflows yourself rather than delegating them.
- Experience introducing a channel or partnership motion from scratch.
Compensation and package
- Highly competitive base salary and OTE, with a meaningful variable component tied to revenue delivered, structured so that a strong year is rewarded well.
- Access to Elevate Unlimited Time-Off Policy.
- Work from home, with travel expected for customer meetings and industry events.
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