Head of Sales and Business Development

2 months ago

Old Toronto, Ontario, Canada Caravel Law Full time
About the Role

Caravel Law, a leading national law firm, is seeking a seasoned sales leader to drive revenue growth and expand its client base. As the Head of Sales and Business Development, you will play a critical role in shaping the firm's go-to-market strategy and building strategic relationships with clients.

Key Responsibilities
  • Develop and execute a sales strategy to drive consistent revenue growth and expand the client base.
  • Lead a team of sales professionals, providing coaching and guidance to ensure they meet new client acquisition goals.
  • Partner with the Chief Revenue Officer and leadership team to develop and implement a go-to-market strategy, including the codification of the Unique Value Proposition (UVP), target accounts, and key buying personas.
  • Prospect and close new business opportunities based on the Ideal Client Profile (ICP), with a focus on General Counsels at target accounts.
  • Collaborate with the marketing team to drive top-of-the-funnel activities and generate leads for the business development team to pursue.
  • Evangelize Caravel Law's services and UVP within the legal services industry.
  • Stay up-to-date on the changing legal landscape and issues faced by potential clients, providing valuable insights to the team.
  • Hold regular check-ins with team members to ensure activity metrics are being met and provide ongoing coaching.
  • Conduct regular observations of team members to provide feedback and share best practices across the team.
  • Submit accurate and timely forecasts.
  • Ensure the team is accurately updating data in the CRM.
Requirements
  • A minimum of 5 years of experience as a successful sales leader, with a proven track record of growing teams and exceeding business objectives.
  • A minimum of 10 years of experience selling to C-Level Executives and/or Legal Departments, with a proven track record of exceeding quota.
  • A bachelor's degree is required; an advanced degree (MBA or JD) is a plus.
  • Experience selling professional services to executive teams and/or corporate legal departments is required.
  • Demonstrated ability and willingness to serve in a player-coach role, booking business directly while coaching the team.
  • Strong analytical skills, with the ability to create, execute, and monitor a business development plan, making adjustments as opportunities present themselves.
  • Outstanding interpersonal and written and verbal communication skills, with the ability to build rapport with clients and team members.
  • Specific system experience is a plus: HubSpot, LinkedIn Sales Navigator, ZoomInfo, Priceline, and Microsoft Suite.
  • Effective presentation, organization, and time management skills.
  • A collaborative leader who can thrive in a matrixed organization and partner effectively with marketing, the firm's lawyers, and management.
  • High energy and a positive can-do attitude, with excellent customer-focus and appreciation for serving as a brand ambassador for the organization.
  • The ability to travel on a limited basis.
What We Offer
  • A chance to work with experienced professionals on interesting and challenging projects.
  • A great work-life balance and a friendly work environment.
  • Health benefits/Health Care Spending Account.
  • Corporate RRSP plan and a competitive salary.
  • Hybrid work arrangement, with the option to work from our downtown Toronto office and from home (applicants must be legally eligible to work in Canada).

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