Pod Leader, Strategic Law

AlphaSense

13h•$150,000 - $215,000•Hybrid

About The Position

AlphaSense is seeking an experienced, entrepreneurial sales leader to join its Professional Services team as a Pod Leader, Strategic Law. The role leads a pod of two Account Executives and owns a portfolio of strategic law firm accounts. Reporting to the Senior Director, Corporate Sales - Consulting, the Pod Leader sets sales strategy, coaches and develops Account Executives, and leads complex, multi-stakeholder sales cycles to close six- and seven-figure SaaS partnerships. This player-coach role combines direct ownership of strategic deals with leadership of the pod’s strategy and cross-functional execution. The leader develops executive-level relationships with partners, practice group leaders, and firm leadership; builds business cases; and guides customers through practice-by-practice and firm-wide platform deployments. The role involves substantial personal outbound prospecting and a high level of activity and accountability. The Strategic Law team serves leading law firms and legal services providers, helping legal professionals accelerate research and improve client advice. The position focuses on the largest and most complex law firm accounts, including firm-wide adoption across practice groups, offices, and regions. The job is based in the NYC area with a hybrid arrangement, or can be performed remotely in the ET, CT, or MT time zone.

Requirements

Experience owning a large book of new business and expansion within strategic or major accounts.
A strong track record of overachievement in SaaS using value-based enterprise selling to close six- and seven-figure deals.
Experience leading, mentoring, or formally managing sellers, with the ability to coach hands-on, inspect deals, and lead by example.
Ability to co-create a customer vision and work backward from desired outcomes to drive growth and customer value.
Strong executive communication and influencing skills, including the ability to build champions in partnership-driven organizations and explain complex concepts to audiences ranging from associates to managing partners.
Comfort with consistent outbound activity, including cold calling, as a regular part of the role.
Ability to lead cross-functional partners, work through deal details, and drive account execution.
Ability to generate pipeline through personal effort in addition to support from SDR, Marketing, and Account Management teams.
Intellectual curiosity and skill in uncovering business challenges across an organization.
Collaborative, receptive to feedback, committed to continuous improvement, and motivated to build an inclusive, high-performing team culture.

Nice To Haves

Experience in law firms, legal services, or other professional services.
Experience selling to Am Law 100 or global law firms, or other legal services providers.
Experience selling to research professionals in a fast-scaling SaaS environment.

Responsibilities

Lead and develop a pod of two Account Executives, set clear expectations, coach on deal strategy, account planning, and executive engagement, and develop future leaders.
Own strategy and end-to-end sales for a portfolio of strategic law firm accounts, leading practice-by-practice and firm-wide deployments across offices and regions.
Create and execute a strategy that aligns the team and cross-functional partners and grows the pod’s business through new logo acquisition, upsell, cross-sell, and new product adoption.
Build executive-level relationships with partners, practice group leaders, and senior decision-makers, and support Account Executives on complex, high-value deals.
Develop expertise in law firm buying dynamics, practice-group use cases, the competitive landscape, and product differentiation.
Drive pipeline through personal prospecting and account-based marketing campaigns and prospecting plans developed with SDRs and Marketing.
Forecast accurately using CRM and analytics tools, and help the team build pipeline to meet or exceed quota.
Partner with Account Management to maintain customer health during the contract term and identify expansion and executive relationship-building opportunities.
Partner with Talent Acquisition to hire and onboard Account Executives and champion continuous improvement.