Sales – National Account Director

General Role: 

BIA is seeking an experienced salesperson with a proven track record of success in the eDiscovery and legal technology industries. Our new team member will focus on selling legal technology (on-demand eDiscovery solutions and SaaS/MSaaS technology models) to corporate Legal, IT, and/or Compliance decision-makers, while simultaneously identifying, building strong relationships with, and selling services to outside counsels/law firms.

While this is a remote position, we are especially interested in applicants physically residing in the greater Denver area, the West Coast, and the Northeast.

Responsibilities Include: 

  • Sell simple and complex eDiscovery solutions that span the EDRM to corporate legal, litigation support personnel, and their outside counsel(s)
  • Learn, understand, and effectively sell the various tools, solutions, and services that compose BIA’s unique end-to-end eDiscovery service offerings
  • Effectively prospect, nurture and win opportunities within assigned client base and geographic territories
  • Grow business through customer satisfaction, problem-solving, and sales grit
  • Develop strong relationships with clients
  • Identify and solve clients’ immediate needs, while searching for opportunities to sell complementary services to expand BIA’s presence across the organization or law firm
  • Work closely with BIA’s marketing team to strategize, build, and run various client and prospect engagement initiatives, including campaigns, customized collateral, sponsorships, and more
  • Consult and strategize with client services teams (PMs, Advisors, etc.) to help ensure the timely and successful delivery of our solutions according to customer objectives
  • Forecast monthly bookings and billed revenue
  • Collaborate with peers to identify and grow opportunities within and between regions
  • Negotiate contracts and close agreements

Key Qualifications: 

  • Required
    • A proven track record of successfully selling large-scale eDiscovery, digital forensics, or managed document review services to corporations and/or law firms
    • Expertise in executing sales fundamentals in the legal industry, including prospecting, cold calling, pipeline reporting, and CRM management
    • Proven discipline developing and effectively executing detailed target account plans, penetration strategies, and pipeline management strategies
    • Effective and clear communication skills; ability to adapt communications quickly to the appropriate level with poise, polish, and relevance
    • Excellent written and verbal skills; ability to articulate complex subject matter to non-technical audiences in a concise and compelling manner
    • Business savvy and energetic attitude with the ability to quickly assess situations and act in an informed and decisive manner to drive required results
    • Entrepreneurial spirit: the drive to build and grow dynamic and vibrant repeat business
    • A positive, team player mindset and a desire to keep learning
    • Ability to work remotely (occasional travel required)
  • Strongly Preferred
    • 5+ or more years in eDiscovery sales
    • Membership in relevant industry groups, committees, etc.
    • Subject matter expertise in the business and practice of law, legal technology, managed review services, competitive landscape, and market trends
  • Desired:
    • Experience with MS Office 365 applications 
    • Juris Doctor

Job Type:

This position offers a competitive compensation and benefits package, including health/dental/vision insurance, flexible spending account, paid holidays, paid time off, and 401k.