Description

Martindale-Avvo is seeking a proven inside sales leader and culture builder to join our Acquisition Sales leadership team as a Regional Sales Manager (RSM). This is a pivotal hire as we redefine how inside sales drives client acquisition, revenue attainment, and long-term growth in a rapidly evolving digital marketing landscape.

Why This Role Matters
Our business is at an inflection point. AI, shifting search behaviors, and a competitive legal advertising market are reshaping how attorneys find new clients. Our inside sales team plays a critical role in guiding small law firms through this transition—helping them understand the ROI of visibility and the urgency of investing in their growth. We’re evolving inside sales to be more consultative, data-driven, and disciplined, and this role will accelerate that transformation.

What You’ll Do:

• Lead, coach, and inspire a team of 8–12 Acquisition Account Executives to exceed quota, activity, and revenue goals while building resilience and optimism.
• Drive disciplined pipeline management: ensure AEs are consistently creating, advancing, and closing opportunities with urgency and precision.
• Coach with structure and intent: run weekly call reviews and 1:1s with documented outcomes, provide actionable feedback, and model best practices on demos and discovery calls.
• Unlock rep potential: deliver training, join calls, and tailor coaching to reps at different phases of development—accelerating new hire ramp and sustaining high performance for tenured reps.
• Manage performance rigorously: hold AEs accountable for activity, pipeline hygiene, and win-rate expectations; ensure the majority of AEs are hitting quota on a rolling basis.
• Drive operational excellence: enforce adoption of Salesforce, Outreach, and Coach360; use data to audit pipeline quality and improve forecasting accuracy.
• Lead through change: guide the team through toolchain shifts, evolving buyer behavior, and AI-driven market disruption with clarity and confidence.
• Build culture: celebrate wins, foster collaboration, and sustain a high-velocity, growth-minded sales environment.
  

What You Bring:

• 5–7+ years of progressive sales leadership, including at least 3 years managing inside sales teams in SMB-focused environments.
• Proven ability to exceed team revenue goals, with experience leading 10+ quota-carrying reps.
• Track record of driving performance turnarounds, scaling new hire graduation, and improving team attainment.
• Demonstrated success leading teams through market or organizational disruption (toolchain changes, product launches, evolving buyer behavior, AI-driven changes).
• Strong operational discipline: expertise in pipeline forecasting, CRM adoption, and compliance with sales processes.
• Consultative, ROI-driven sales approach with deep knowledge of pipeline conversion metrics and data-driven decision-making.
  High EQ and executive presence: able to inspire reps, collaborate cross-functionally, and credibly represent sales strategy to senior leadership.
• Industry background in B2B SaaS, marketplaces, or digital marketing sales preferred (Zillow, Yelp, Angi, Thumbtack, etc.).
  

Compensation & Location:

• $110k base + $40k variable comp, with an OTE range of $150-170K
• Hybrid Newark, NJ office (minimum 3 days in office)

• 3 weeks paid vacation, sick days, and paid holidays
• Medical, dental, vision, and life insurance benefits
• 401(k) plan with a company match
• Accessible and transparent leadership team
• Employee recognition program
• Casual dress attire