Director of Sales

Oliva Gibbs PLLC•Houston, TX

29d•Hybrid

About The Position

Oliva Gibbs is seeking a Director of Sales to lead and optimize its business development infrastructure. This operational leader will be responsible for pipeline management, Client Development Manager (CDM) performance, and fostering collaboration with attorneys on business development (BD) engagement. The role offers direct access to firm leadership, a clear mandate, and the opportunity to significantly impact the firm's growth trajectory. The ideal candidate understands that the art of sales is influence, aligning stakeholders, creating momentum, operationalizing processes, and helping experts commercialize their services. This role requires bridging the gap between technical excellence and growth, speaking "executive" fluently, and understanding how revenue is generated in professional services environments.

Requirements

7+ years in a sales leadership, business development management, or revenue operations role.
Demonstrated experience in professional services (law, engineering, consulting, or financial advisory).
Proven track record building pipeline discipline and CRM adoption alongside practitioners new to sales accountability.
Experience managing and coaching a Client Development Manager team against quantitative KPIs.
Strong CRM proficiency, including building pipelines, reports, and dashboards without IT support.
Demonstrated ability to earn trust and credibility with senior professionals and subject matter experts.
Understanding that professional services sales is different from product or B2C sales.
Ability to create influence without authority, drive accountability, and help experts sell without making it feel 'salesy'.
Experience in environments where subject matter experts resisted structure, relationship owners guarded clients, BD was inconsistent, or leadership needed help operationalizing growth plans.
Ability to bridge the gap between technical excellence and growth.
Fluency in 'executive' communication and understanding of revenue generation in professional services.
Ability to earn credibility with attorneys, accountants, consultants, or partners through preparation, insight, and judgment.
Being a strategist, coach, and operator.
Experience building or leading a revenue function inside a complex B2B professional services environment where expertise is the product, technical credibility matters, and subject matter experts own client relationships.

Nice To Haves

Background in energy, oil and gas, or natural resources.
Experience building or scaling a BD function from an early-stage foundation.
Familiarity with Scaling Up, EOS/Traction, or similar operating frameworks.
Exposure to target account selling and account-based marketing methodologies.

Responsibilities

Define and drive sales pipeline requirements to meet or exceed annual growth targets.
Manage HubSpot as the firm's revenue operating system, ensuring all opportunities are staged, tracked, and reported.
Drive consistent CRM adoption and establish a reporting cadence for leadership.
Establish win/loss tracking across all CDMs and practice areas.
Build dashboards for leadership, sales, and marketing to provide a shared view of pipeline health.
Set clear activity expectations for Client Development Managers and implement a coaching cadence to improve performance.
Own the CDM accountability framework, including pipeline reviews, performance plans, and escalation pathways.
Define and enforce Sales Qualified Lead (SQL) qualification standards.
Track and report CDM performance metrics to firm leadership.
Build a structured BD participation framework for Partners.
Ensure Partners have documented BD plans and meet regularly with the Director of Sales and CDMs.
Coach Partners on pipeline discipline, target account strategy, and follow-through.
Partner with the Director of Marketing on activity KPIs and alignment on marketing events and priorities.
Ensure a consistently clean and qualified CDM-to-Partner handoff.
Contribute to and maintain the OG Sales Enablement Playbook.