Sales Manager

Position Overview: The Sales Manager is responsible for driving sustainable growth within a defined territory by acquiring new clients. This quota-carrying, full-cycle sales role requires a self-motivated professional who excels at consultative selling, understands complex business environments, and can build strong relationships with prospective clients and internal stakeholders. The ideal candidate combines business acumen, value-based selling, and disciplined opportunity management to consistently exceed sales targets. What You'll Do: Prospecting: Build and maintain a strong pipeline through targeted outreach, strategic account planning, and close collaboration with Sales Development and Marketing to generate qualified opportunities Value Justification : Develop compelling business cases by understanding law firm and IP operations challenges, demonstrating ROI, and aligning solutions to client needs. Opportunity Management : Lead consultative sales engagements, manage opportunities through the full sales cycle, maintain pipeline health, and forecast accurately in Salesforce. Customer-Centric Focus : Act as a trusted advisor by conducting thoughtful discovery, tailoring solutions to client priorities, and advocating for customer needs throughout the sales process. Closing Opportunities : Drive deals to successful close by navigating complex buying groups, addressing objections, managing contract negotiations, and consistently achieving quota. Internal Partnering : Collaborate effectively with Marketing, Sales Engineering, Legal, and other internal teams to maximize engagement, accelerate opportunities, and improve win rates. Process Management : Maintain accurate Salesforce records, follow established sales methodologies, leverage pipeline analytics, and use data to continuously improve performance and forecasting accuracy What You'll Need to Be Successful: Bachelor's degree and 5+ years of full-cycle sales experience, preferably in SaaS, enterprise software, or technology solutions. Proven success by achieving or exceeding quota in a new business sales environment. Experience selling into professional services, technology, B2B software, or other complex business environments. Ability to develop ROI-driven business cases and articulate value to executive stakeholders. Experience managing complex, multi-stakeholder sales cycles from prospecting through close. Skilled at consultative selling, discovery, presentations, and negotiation. Demonstrated ability to proactively generate pipeline through multi-channel prospecting. Strong opportunity management, forecasting, and CRM discipline, preferably with Salesforce. Excellent verbal, written, and presentation skills with the ability to build trusted advisor relationships. Collaborative approach and ability to work effectively with cross-functional teams including Marketing, Sales Engineering, Customer Success, and Legal. This role requires the…