Head of Sales
- Compensation
- Not disclosed
- Location
- Utah, United States, United States
- Work setup
- Onsite
- Seniority
- C level
- Employment
- Not specified
- Experience
- 3+ years
- Category
- Sales
- Posted
Skills
Must have
- Global revenue ownership: Own the global new business number, pipeline health, and new logo growth. Set targets, build the forecast, and call it accurately every week.
- Lead from the front: Get into deals, join customer calls, support negotiations, and stay close to the pipeline in HubSpot. Set the standard for how we sell through your own involvement.
- Sales operating system: Define stages, exit criteria, and a qualification approach (e.g. MEDDICC) that reflect how law firms buy, and run the pipeline reviews, forecast calls, and deal strategy sessio
- Hiring & team building: Hire and develop Account Executives and the BDR Manager, set a high bar for who joins, and build the team the business needs globally as we grow.
- Coaching & enablement: Coach through deal and call reviews, and build the playbooks, talk tracks, and ramp plans that lift the whole team.
- Pipeline engine: Work with the BDR Manager and Marketing to set targets, SLAs, and handoffs across outbound and events, so pipeline coverage is never a surprise.
- Territory, capacity & comp: Build capacity models, territories, and quota plans, and recommend OTE structures and incentives to the CEO.
- Commercial discipline: Hold the line on pricing and discounting, and work with Finance and Legal on non-standard deals.
- Sales systems & data: Own how HubSpot, our sales tools, and reporting support the team. Define the metrics that matter, and use data and AI to improve conversion, cycle time, and win rate.
- External presence: Build relationships with key customers and partners, and represent Nexl at legal industry events globally, such as Legal Marketing Association conferences.
- Voice of the market: Bring market trends, customer needs, and competitive insight back to Product, Marketing, and our global leadership team, and make sure handoffs to Client Services set new customer
- Senior leadership: Contribute to company strategy and planning, and give the CEO a clear, honest read on pipeline, forecast, risks, and what it will take to grow.
Full description
You’ll own Nexl’s new business growth globally: the number, the team that hits it, and the way we sell. You’ll report directly to our CEO, act as a senior leader in the business, and have the Sales team report into you, including our Account Executives, a BDR Manager, and the BDR team they lead.
Selling to law firms is different. Firms are run by partners, big decisions go through committees, and the people who champion us (marketing and business development leaders) are rarely the ones who sign. Our best deals come from earning the trust of all of them. Your job is to turn that into a repeatable motion: clear stages, honest forecasting, sharp coaching, and an outbound-led pipeline engine backed by Marketing’s events and webinars. Our focus is mid-market firms of 75 to 500 people, where we win most and where customers stay longest.
This is a lead-from-the-front role. You won’t carry a personal quota, but you’ll be accountable for the team number, in deals and on customer calls, and close to the pipeline every week. Nexl is headquartered in Sydney, so you’ll also be a key link between the field and our global leadership team. If you’ve built or scaled a sales team at a growth-stage company and want to shape how a team sells as it grows, this role is for you.
Responsibilities
Must haves:
- Sales leadership: 8+ years in B2B SaaS sales, including 3+ years leading a quota-carrying team of Account Executives (ideally with BDRs too), with a track record of delivering against ambitious targets.
- Building, not just inheriting: You’ve built or scaled a sales team at a growth-stage company, put in the process, cadence, and hiring that made results repeatable, and you’re comfortable taking ownership when the path isn’t fully mapped out.
- Hands-on by nature: You move easily between strategy and the detail of a single deal, pipeline review, or coaching conversation.
- Operating discipline: You know your numbers cold (coverage, conversion, cycle time, win rate) and have built strong forecasting, qualification, and pipeline management habits in a team.
- Complex, consultative sales: You’ve led mid-market teams selling to buying groups with several stakeholders and longer, considered sales cycles.
- Coach by instinct: You enjoy developing people as much as closing deals, and can point to reps you’ve promoted or turned around.
- Commercial judgment: You know where to put time, people, and budget for the best return, and you can explain your calls to a CEO.
- AI-first selling: You use AI in your own work and know how to build it into a team’s research, outreach, and pipeline management.
- Clear communicator: You bring people with you, keep everyone aligned on priorities, and raise risks early rather than late.