Head of Sales

Nexl Pty Ltd•,

22h•Hybrid

About The Position

The Head of Sales owns Nexl’s global new business growth, including the team number, pipeline health, new-logo growth, and the sales approach. Reporting directly to the CEO, this senior leader manages the Sales team, including Account Executives, a BDR Manager, and the BDR team. Nexl is headquartered in Sydney, and the role connects the field with global leadership. The position is a hands-on leadership role focused on building a repeatable sales motion for mid-market law firms with 100 to 500 people. It involves joining deals and customer calls without carrying a personal quota, establishing sales processes and forecasting discipline, hiring and coaching the team, and developing an outbound-led pipeline engine in partnership with Marketing. The Head of Sales also contributes to company strategy, represents Nexl at legal industry events, and shares market insight with internal teams.

Requirements

At least 8 years of B2B SaaS sales experience, including at least 3 years leading a quota-carrying team of Account Executives; experience with BDRs is preferred. Demonstrated record of delivering against ambitious targets.
Experience building or scaling a sales team at a growth-stage company, including establishing processes, cadence, and hiring practices.
Ability to work across strategic planning and hands-on deal, pipeline, and coaching activities.
Strong command of sales metrics such as coverage, conversion, cycle time, and win rate, and experience building forecasting, qualification, and pipeline-management practices.
Experience leading mid-market teams selling consultatively to multi-stakeholder buying groups with longer sales cycles.
Enjoyment of developing people, with examples of representatives promoted or turned around.
Commercial judgment and ability to explain resource and budget decisions to a CEO.
Uses AI in their own work and can incorporate it into team research, outreach, and pipeline management.
Clear communication skills, ability to align people on priorities, and willingness to raise risks early.
Willingness to travel internationally for customer meetings and industry events.

Nice To Haves

Experience selling to law firms, accounting firms, or other partner-led professional services businesses.
Experience leading a global or multi-region sales team for a company headquartered overseas.
Familiarity with MEDDICC, Sandler, or a similar sales methodology.
Hands-on experience with HubSpot, Clay, Apollo, and LinkedIn Sales Navigator.

Responsibilities

Own the global new business number, pipeline health, and new-logo growth; set targets, build the forecast, and report it accurately each week.
Participate in deals, customer calls, and negotiations, and stay close to the pipeline in HubSpot.
Define sales stages, exit criteria, and qualification practices suited to how law firms buy.
Run pipeline reviews, forecast calls, and deal strategy sessions.
Hire and develop Account Executives and the BDR Manager, and build the global sales team as the company grows.
Coach through deal and call reviews, and create playbooks, talk tracks, and ramp plans.
Work with the BDR Manager and Marketing to set targets, SLAs, and handoffs across outbound activity and events.
Build capacity models, territories, and quota plans, and recommend OTE structures and incentives to the CEO.
Maintain pricing and discounting discipline, working with Finance and Legal on non-standard deals.
Own the use of HubSpot, sales tools, and reporting; define key metrics and use data and AI to improve conversion, cycle time, and win rate.
Build relationships with key customers and partners and represent Nexl at legal industry events globally.
Share market trends, customer needs, and competitive insight with Product, Marketing, and global leadership, and ensure effective handoffs to Client Services.
Contribute to company strategy and planning and give the CEO a clear assessment of pipeline, forecast, risks, and growth needs.