Director of Sales

Director of Sales
 
Fastcase is the leading next-generation legal research service that puts a
comprehensive national law library and powerful searching, sorting, and data
visualization tools at attorneys’ fingertips. A D.C. based information technology
company founded in 1999, Fastcase is one of the fastest-growing legal research
information solutions services in the United States servicing American law firms, in-
house counsel, law schools, and government sectors.
 
Do you have a competitive spirt or goal-oriented? Do you know how to hire, train and
motivate team members? Do you enjoy selling just as much as leading a team? Do
you enjoy negotiating complex, multi-year agreements and solutions? Do you enjoy
being a strong voice in go-to-market strategy – taking into account your team’s
feedback and your client experiences? Do you enjoy crushing your sales targets?
Enjoy cultivating new relationships as much as engaging with existing relationships? A
desire to continually grow professionally? Passion to inspire clients with forward-
thinking products? Then we want you to join our Sales team as a Director of Sales
targeting and overseeing a team that engages mid-size and large law firms, and other
multi-user accounts in growth categories helping to grow market share for Fastcase
solutions including Fastcase and Casemaker legal research, Docket Alarm, AI Sandbox,
Full Court Press and API data services. This position is remote based in Washington,
DC or southeast region of the US.
 
Responsibilities include, but not limited to:
 
● Increase market presence and revenue for Fastcase’s leading products, from
opening conversations with value propositions to facilitating virtual or in-person
demonstrations of products – Fastcase 7, Docket Alarm, AI Sandbox, Full Court
Press and API data services.
 
● Act as a player-coach by engaging your vast network of large law firm contacts
and corporate contacts in discovery conversations about Fastcase applications
and service solutions utilizing a consultative sales approach across a developing
team of emerging talent.
 
● Manage a growing team of sales professionals at varying stages of their careers
and skillsets.
 
● Organize and host sales team calls and participate in cross-department calls
representing the sales team and “voice of user” for enterprise partners.
 
● Manage Southeastern and D.C. clients and prospects through in-person meetings, web demonstrations, and events and conferences.
 
● Prospect new contacts and deepen business relationships with existing contacts
with decision makers, influencers and end-users in assigned territory.
 
● Record daily, weekly and monthly sales activities in Salesforce.com.
 
● Qualify and route inbound leads to the team based on Rules of Engagement,
and respond to leads that fall within own territory, and train team to qualify and
maximize follow-up opportunities.
 
● Renew and upsell existing accounts to incorporate new Fastcase products or
data conversion services in the assigned territory, and coach the team to
maximize all renewal and upsell opportunities to retain and grow revenue.
 
● Develop and maintain existing account relationships with regular touchpoints to
ensure client engagement with Fastcase, and leverage the Partner Success
team to help deepen engagement of Fastcase products within accounts.
 
● Inspire your region and develop the team to rebuild past
prospects and accounts to re-evaluate Fastcase services and products for their needs.
 
● Meet and exceed monthly, quarterly, and annual revenue objectives individually
and for the team.
 
● Identify and execute on new revenue growth opportunities, products and
categories.
 
● Act as “voice of user” for your clients with internal colleagues to build and refine
go-to-market strategies.
 
● Collaborate with internal resources to ensure client needs are being met.
 
● Schedule and facilitate 1:1 coaching sessions with direct reports.
 
● Promote and enhance company reputation, providing professional and solutions-
based assistance.
 
● Be an active member of the Fastcase Sales team by cross-knowledge sharing
and celebrating the team’s successes.
 
Requirements:
 
● 7+ years B2B sales experience, preferred experience in technology or legal
services industries
 
● A four-year college degree, no exceptions
 
● J.D. helpful, but not required
  
● Proven track record of growing a business opportunities pipeline, pipeline
management, and consistently exceeding company objectives and quotas
 
● Must love all aspects of the sale process – prospecting, cold-calling, presenting,
securing approvals, closing, and asking for referrals
 
● Be an aggressive self-starter
 
● Proven track record as an exceptional closer (e.g, President’s Club)
 
● Exceptional presentation, interpersonal, communication, organizational,
analytical, and time-management skills, including the ability to communicate
formally and casually at all levels of a company
 
●Ability to quickly develop an understanding of Fastcase products and client
needs
 
● Experience in and willingness to assist in the development and evaluation of new
products and the improvement of existing products
 
● Complete comfort with new technology and complex software products
 
● Once safe to do so, frequent travel is required to attend in-person meetings,
market conferences and events representing Fastcase; the ability to travel via all
methods, including the ability to drive oneself
 
● Must be able to lift 25lbs
 
Fastcase offers a casual, collaborative work environment, comprehensive benefits
(including: Premium Medical, Dental, Vision, Group Life & Accidental Death and
Disability insurance, Paid time off, 401(K) and competitive salary with commission plan).
Fastcase is an equal opportunity employer. All applicants will be considered for
employment without attention to race, color, religion, sex, sexual orientation, gender
identity, national origin, veteran or disability status.

#1 Legal Research App

Winner of the prestigious American Association of Law Libraries (New Product) Award, Fastcase for iOS, Android, and Windows Phone is used by more attorneys than any other legal app according to the ABA. Anyone may use the app for free to access Fastcase's comprehensive legal research database on the go.