Director, Sales - Firm Intelligence, North America

Sales/ Business Development United States


Our StoryLitera is a fast-growing software company and one of the leading legal technology suppliers in the world. Serving over 90% of the world's largest law firms, our software is used by hundreds of thousands of lawyers every day. As a company selected for Crain's Best Places to Work in Chicago, we believe professional development, rewards programs, open communication, investing in our employees, and transparent leadership all contribute to a unique and open work environment. Our employees are driven, energetic, passionate, and have the ability to make a direct impact on the future of the company.

The Opportunity: Director, Sales – Firm Intelligence, North America, is responsible for leading a team of account executives to drive revenue growth across Litera’s full suite of Firm Intelligence products in global and large law firm accounts.  This individual will be a critical member of the sales leadership team and have a meaningful impact on Litera’s growth by driving sales results across your team’s region in both new accounts and expansion opportunities within our existing customer base.

The Director will be responsible for providing effective leadership, coaching and performance management to a team of sales professionals towards meeting company objectives in new revenue, financial growth and customer satisfaction.  The Director will support his/her team in the development of consultative sales skills, relationship building, industry and product knowledge, and the ability to collaborate across teams to bring value to our customers.

Our ideal candidate is passionate about building and developing teams, has a proven track record of driving results, and values customer success. The North American Director of Firm Intelligence will report to the Vice President of Global Product Sales.

About You:

  • Experienced sales team leader with B2B software background
  • Proven success motivating and enabling teams to deliver through coaching and development
  • Skilled in effective coaching and the ability to demonstrate and teach skills to optimize team performance
  • Creative and innovative problem-solver
  • Collaborative team player with the ability to partner across functions to achieve results
  • Ability to thrive in a fast-paced and rapidly changing environment
  • Experience leveraging metrics to drive behavior and performance
  • Strong understanding of the large law market

Key Responsibilities:

  • Achieve new sales quotas across region to reach revenue growth goals
  • Provide ongoing coaching and guidance through on the job training to account executives to support meeting and exceeding quotas in all territories
  • Ensure positive and effective relationships are established and maintained with customers. Support account executives throughout and participate in the sales process.
  • Collaborate with the Directors and Vice Presidents across the Revenue Team to implement consistent training programs and performance metrics across regions
  • Team with sales development, revenue operations, client services, product, marketing, and other functions across the organization to optimize team performance and ensure client satisfaction
  • Maintain staffed territories and participate in recruiting and hiring activities to sustain a team of high performing account executives with strong sales and product skills
  • Manage territory financial performance effectively, maintain performance reports and provide accurate forecasts on team performance on a weekly, monthly, quarterly and annual basis


  • Bachelor's Degree or equivalent experience; MBA or JD preferred
  • 7+ years experience B2B sales, with successful track record of selling complex solutions into large accounts utilizing a strategic sales and consultative approach, legal market experience preferred
  • Sales management experience
  • Ability to leverage resources across the company through influence and personal leadership (pre-sales, post-sales, product management and engineering, marketing, C-level)
  • Self-motivated with the ability to work independently and as part of a team
  • Exceptional written and verbal communication skills; ability to build meaningful relationships with internal and external stakeholders
  • Willingness to travel