Job Description
Job Description
Job Title: Account Director or Senior Account Director
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Department: Sales
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Reports to: Managing Director
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Hours: Full-time
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This role requires a minimum of 3 years of sales experience directly working with law firms or corporate legal departments as a minimum to be considered. This role primarily will focus on channel partner sales development.
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Understanding how to create mutually beneficial partnerships within a cooperative competitive environment is ultimately the most critical component of success in this position. It is crutial to understand the concept of co-opetition (cooperative competition) . One of the biggest challenges in legal services channel partnerships is overcoming the mindset of "they're our competitor" and instead positioning Avalon as a strategic extension of a partner's capabilities rather than a threat.
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Job Summary:
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The Senior Account Director is an experienced, growth-focused sales leader responsible for expanding Avalon’s revenue through strategic account development, enterprise relationship management, and self-generated new business. This role owns a portfolio of high-value clients and priority prospects across legal services, eDiscovery, managed review, cybersecurity, staffing, and related professional services markets. The Senior Account Director is expected to operate with a high degree of independence, build executive-level relationships, create and advance qualified pipeline, lead complex sales cycles, and position Avalon as a trusted partner for mission-critical client needs.
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What Success Looks Like
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\n - Build and manage a senior-level book of business that includes strategic accounts, enterprise buyers, and acquire multiple new clients.
\n - Consistently create qualified pipeline through targeted account planning, relationship development, referrals, industry engagement, and disciplined outbound activity.
\n - Expand Avalon’s footprint across multiple service lines by identifying cross-sell and upsell opportunities before competitors do, lead competitor take out scenarios.
\n - Demonstrated ability to sell multiple service lines across legal services, eDiscovery, managed review, cybersecurity, staffing, and print services
\n - Lead complex, multi-stakeholder sales cycles from discovery through proposal, negotiation, contracting, and onboarding.
\n - Develop executive-level relationships with law firms, corporate legal departments, compliance, security, procurement, and business operations leaders.
\n - Maintain accurate CRM, forecasting, billing, and financial discipline with clear visibility into deal progression, risks, next steps, and revenue timing.
\n - Serve as an internal voice of the client by aligning sales, operations, recruiting, marketing, and leadership around client priorities and revenue opportunities.
\n - Meet or exceed annual revenue, gross margin, pipeline generation, new business, client expansion, and activity expectations.
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Duties and Responsibilities
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Account Management and Retention
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\n - Own and grow a portfolio of strategic, high-value, and enterprise client accounts with clear account plans, growth targets, stakeholder maps, and service-expansion strategies.
\n - Serve as the senior commercial relationship owner for assigned clients, ensuring Avalon maintains strong executive access, high client satisfaction, and long-term account retention.
\n - Develop a deep understanding of each client’s business, legal and operational priorities, buying process, budget cycles, competitive pressures, and service needs.
\n - Conduct regular strategic business reviews that assess service performance, identify risks, uncover expansion opportunities, and reinforce Avalon’s value.
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Growth and Expansion
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\n - Build and execute multiyear account strategies that deepen Avalon’s footprint across legal services, eDiscovery, managed review, cybersecurity, staffing, and related professional services.
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\n - Create measurable account-growth plans tied to revenue, margin, pipeline, wallet-share growth, stakeholder expansion, and client-retention outcomes.
\n - Use market insight, competitor awareness, and client-specific intelligence to position Avalon as the preferred partner for complex and time-sensitive client needs.
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New Business Development
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\n - Identify, pursue, and close new client opportunities in priority markets, including law firms, corporate legal departments, enterprise organizations, compliance teams, security leaders, and professional services buyers.
\n - Generate qualified opportunities through self-directed prospecting, executive networking, referrals, partner relationships, industry events, targeted campaigns, and account-based outreach.
\n - Lead complex sales engagements from discovery through close, coordinating internal resources and maintaining clear control of next steps, decision criteria, timing, and commercial path.
\n - Demonstrate repeatable evidence of hunting discipline, including target-account research, contact strategy, account penetration, meeting generation, opportunity creation, and conversion to revenue.
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Client Relationship Building
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\n - Build strong relationships with senior stakeholders, executive sponsors, decision-makers, influencers, procurement contacts, and operational leaders across client organizations.
\n - Translate client business issues into Avalon solutions that are clear, outcome-oriented, commercially sound, and differentiated from competing providers.
\n - Facilitate strategic discussions that uncover pain points, create urgency, strengthen trust, and position Avalon as a long-term advisor rather than a transactional vendor.
\n - Represent Avalon professionally in executive meetings, client presentations, industry events, and high-stakes sales conversations.
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Sales Execution and Revenue Performance
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\n - Prepare and lead development of proposals, pricing models, commercial structures, Statements of Work, renewal plans, and client presentations for complex engagements.
\n - Prepare and lead Master Service Agreements with clients, including positioning, review, and execution.
\n - Negotiate commercial terms, manage client objections, create urgency, and lead closing activity for strategic opportunities.
\n - Maintain an accurate, current, and strategically prioritized pipeline in CRM, including next steps, close plans, forecast category, probability, revenue timing, and risk factors.
\n - Meet or exceed annual revenue, gross margin, new business, expansion, pipeline-generation, forecast-accuracy, and activity targets.
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Cross-Functional Collaboration
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\n - Partner closely with operations, project management, recruiting, marketing, finance, sales leadership, and subject matter experts to ensure client solutions are feasible, compelling, and profitable.
\n - Coordinate internal stakeholders throughout the sales cycle so proposals, pricing, staffing, timelines, assumptions, and delivery commitments are aligned before client presentation.
\n - Communicate client priorities, competitive dynamics, delivery risks, and revenue opportunities clearly to internal teams.
\n - Serve as a senior resource within the sales organization by sharing market feedback, deal strategy, client insights, and repeatable sales practices with peers and leadership.
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Qualifications
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\n - Bachelor’s degree in business, marketing, communications, or related field, or equivalent experience.
\n - 7+ years of progressive B2B sales, strategic account management, or business development experience, preferably in legal services, eDiscovery, managed review, cybersecurity, staffing, technology, consulting, or other complex professional services markets.
\n - Proven record of self-sourced pipeline creation, new logo acquisition, strategic account growth, and repeatable revenue production.
\n - Demonstrated ability to manage complex sales cycles involving multiple stakeholders, executive buyers, procurement, legal, operations, and technical or service-delivery teams.
\n - Experience managing larger or more complex client relationships, including enterprise accounts, national accounts, or high-growth strategic accounts.
\n - Strong CRM discipline and ability to manage accurate pipeline, forecast, activity, account plans, and revenue reporting.
\n - Existing relationships in law firms, corporate legal departments, compliance, information governance, cybersecurity, enterprise operations, or related buyer communities preferred.
\n - Experience using HubSpot, LinkedIn Sales Navigator, ZoomInfo, ApolloAI, and eRecruit a plus
\n - Ability to operate independently with minimal oversight” to qualifications.
\n - Strong executive‑level communication skills (written, verbal, and presentation).
\n - Comfort working in a competitive, high‑urgency environment.
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Skills and Abilities
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\n - Advanced consultative selling, executive relationship development, and strategic account planning skills.
\n - Ability to influence senior client stakeholders and internal leaders through business insight, credibility, preparation, and clear communication.
\n - Strong commercial acumen, negotiation discipline, objection handling, presentation quality, and closing ability.
\n - Ability to manage large account portfolios, complex opportunities, multiple buying committees, and competing priorities simultaneously.
\n - High accountability, curiosity, resilience, coachability, and comfort operating in a metrics-driven sales environment.
\n - Ability to use market trends, competitor positioning, Avalon messaging, and client pain points to create differentiated sales strategies.
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Physical Requirements
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\n - Prolonged periods of sitting and working on a computer.
\n - Frequent client meetings conducted virtually or in person.
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Travel Requirements
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\n - Travel as required for client meetings, relationship development, and industry events.
\n - Reliable transportation and valid driver’s license required if travel is requested.
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Job Tags
Full time