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Chief Revenue Officer - Enterprise / SaaS - (Legal Technology)

Encino, CA, USA | American LegalNet

  • Industry:
    Information Technologies
  • Position Type:
  • Functions:
    Accounting / Control
    Finance (Internal)
    General Management
  • Experience:
    15-20 years
Job Description:
58 people have viewed this job

Are you an assertive, aggressive, hard charging, relentless visionary that must be in control of your own destiny as opposed to anyone else being in control of it for you? Do you want a compensation plan that rewards you for your ability to drive sales reps with no cap? Do you want to run with a very successful entrepreneur to change an industry?


THE POSITION’S PURPOSE:  


American LegalNet (ALN) is seeking exceptional leaders with an entrepreneurial spirit and a corporate foundation to join this dynamic mezzanine company and help grow it to the next level – preeminent in the law firm support industry.If a challenge delights you and work stimulates you, read on.


ALN is looking for a results-oriented, go-to-market Chief Revenue Officer (CRO).  


The CRO should have a proven background in handling all the revenue generating processes and overall responsibility for the performance, strategy, and alignment of an organization’s revenue operations that include selling enterprise software solutions to businesses, SaaS, and online sales. 


The ideal candidate is someone with strong sales pedigree, strategic and a credible leader with great attention to details, and passionate about building and managing a high-performing sales force to maximize growth opportunities.  


This “hands-on” leader is also responsible in building effective and strong business relationships in order to accelerate sales growth through new customer acquisition, upgrades and cross-sales and increase brand awareness in the industry.  


This dedicated leader will work effortlessly to ensure that their team is focused and aligned with the ALN’s revenue growth targets. 


The CRO will report directly to the Chief Executive Officer.


ESSENTIAL FUNCTIONS AND DELIVERABLES:


Overall Revenue Generation and Sales Channels


Drive revenue growth for each product/service offering


Direct sales of on-premise solutions to enterprise (major law firms and institutions) and generate/drive revenue growth for related professional services


Increase market penetration by strategizing and driving new revenues through Software as a Service platform


Accelerate revenue growth from on-line / web sales and consumer sales


Identify / generate other opportunities for new sources of revenues


New features and/or service offering


Ancillary products


Revenues from partnerships, white-label, etc.


Target market expansion


Strategic Sales Planning


Focus on go-to-market plans to targeted premium customers and down-market for the new products and sales strategy for each of the existing products including professional service offering.


Design key business development, sales and relationship-building initiatives.


Define and establish a more effective sales approach, methods, activities, benchmarks and expectations that will ensure building appropriate and accurate pipeline, close rate, and controlled sales cycle and basis for measuring performance of the sales team.


Create effective tools and methods in delivering sales targets, quotas, forecast and budget.


 Sales Execution & Performance


Develop and execute a sales program that will ensure achievement of plan and sales targets for each of the sales territories and each of the products.


Continually evaluate the effectiveness of the sales methods and program as whole and re-calibrate sales strategies.


Manage, lead and mentor sales staff in identifying, creating, qualifying, nurturing and developing, and closing opportunities.


Monitor sales activities to ensure progress in sales close cycle and act promptly on areas that require attention and correction.


Conduct regular and frequent meetings with the sales team and be intimate with each of the opportunity that they are working on.


Facilitate and assist in closing deals particularly the high ticketed opportunities.


Implement robust performance measures and reviews using actual data versus benchmarks and expectations to drive strong sales execution.


Constantly review on-going optimization and resource alignment that is scalable.


Stay aware of the developments and changes in the industry, competition and clientele particularly those affecting opportunities and sales targets.


Perform gap analysis between initial commitments and actual sales delivered and highlight learnings and adjustments to sales approach with the goal of coming up with appropriate actions to bridge the gaps and a more accurate future commitment/projection.


Continually evaluate sales compensation and commission programs and adjust accordingly to encourage higher sales delivery and address poor performance.


Conduct/attend trade shows, conferences and networking events with the goal of generating leads, highlight / demo products and services, understand competition’s offerings and be visible in the industry.


 Leadership and Management


Provide strong and credible leadership to the sales staff, setting a unified direction for the team and ensure priorities are clear at all times


Provide thought leadership to develop a high performing sales organization and customer centricity culture


Recruit, retain and mentor high-performance and highly engaged sales team.


Train, develop and motivate sales team in skills, sales methodologies and activities, product knowledge, teamwork, time and territory management, and competitive knowledge.


Lead key account planning, business development opportunities and sales forecast and commitment decisions.


Travel and meet with customers / potential customers together with assigned territory sales staff.


Establish strong relationships and partnerships across matrixed functions to collaborate on solutions which help remove roadblocks/barriers to sales execution.


Manage account and contact information through the entire sales lifecycle process using the company CRM and ensure that the sales team maintains detailed account profiles and prepares sales and activity reports as required. Take ownership on the accuracy of information in the CRM.


Strategic Sales Planning


Focus on go-to-market plans targeting premium customers and down-market customers for new products, and sales strategizing for each of the existing products including professional services.


Design key business development, sales and relationship-building initiatives.


Define and establish a more effective sales approach, methods, activities, benchmarks and expectations that will ensure building appropriate and accurate pipeline, close rate, and controlled sales cycles, and a basis for measuring performance of the sales team.


Create effective tools and methods for delivering sales targets, quotas, forecasting and budgeting.


 Sales Execution & Performance


Develop and execute a sales program that will ensure achievement of plan and sales targets for each of the sales territories and each of the products.


Continually evaluate the effectiveness of sales methods and programs, and re-calibrate existing sales strategies.


Manage, lead and mentor sales staff in:


identifying, 


creating, 


qualifying, 


nurturing 


and developing, and closing opportunities.


Monitor sales activities to ensure progress in sales close cycle and act promptly on areas that require attention and correction.


Conduct regular and frequent meetings with the sales team and be intimate with each of the opportunity that they are working on.


Facilitate and assist in closing deals particularly the high ticketed opportunities.


Implement robust performance measures and reviews using actual data versus benchmarks and expectations to drive strong sales execution.


Constantly review on-going optimization and resource alignment that is scalable.


Stay aware of the developments and changes in the industry, competition and clientele particularly those affecting opportunities and sales targets.


Perform gap analysis between initial commitments and actual sales delivered and highlight earnings and adjustments to sales approach with the goal of coming up with appropriate actions to bridge the gaps and a more accurate future commitment/projection.


Continually evaluate sales compensation and commission programs and adjust accordingly to encourage higher sales delivery and address poor performance.


Conduct/attend trade shows, conferences and networking events with the goal of generating leads, highlight / demo products and services, understand competition’s offerings and be visible in the industry.


 Leadership and Management


Provide strong and credible leadership to the sales staff, setting a unified direction for the team and ensure priorities are clear at all times


Provide thought leadership to develop a high performing sales organization and customer centric culture


Recruit, retain and mentor high-performance and highly engaged sales team.


Train, develop and motivate sales team in skills, sales methodologies and activities, product knowledge, teamwork, time and territory management, and competitive knowledge.


Lead key account planning, business development opportunities and sales forecast and commitment decisions.


Travel and meet with customers / potential customers together with assigned territory sales staff.


Establish strong relationships and partnerships across matrixed functions to collaborate on solutions which help remove roadblocks/barriers to sales execution.


Manage account and contact information through the entire sales lifecycle process using the company CRM and ensure that the sales team maintains detailed account profiles and prepares sales and activity reports as required. Take ownership on the accuracy of information in the CRM.


EDUCATIONAL QUALIFICATIONS / SKILLS / EXPERIENCE:


Proven experience as a Sales Leader or similar executive role: exceptional leadership skills with the ability to motivate and inspire others to perform and achieve results within a diverse team


Experience in solution platform / software sales to enterprise


Strong, tested sales experience and leadership in organizations that drive growth in revenue, number of customers and lifetime value of customers


Strong execution focus and ability to develop solutions and strategies to further accelerate growth


Executive level interpersonal and problem-solving skills with the ability to successfully influence and quickly build credibility to maximize organizational growth and profitability


Ability to foresee, interpret and rapidly respond to market changes by adjusting strategies and realigning priorities accordingly


Proven experience closing or assisting sales team members in closing large ticket deals


MBA/MSc/MA preferred, and must have BS/BA in business administration, marketing, computer science, engineering or relevant field or equivalent combination of education and experience


Minimum of 15 years of professional experience in sales leadership roles on a national level


Strong business and analytical acumen; strong problem-solving skills


Advanced written and verbal communication skills


Existing network of contacts/leads to open doors in sales territories


Travel – must be willing to travel up to 50-70% of the time


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