Director of Sales

About the role

The Director of Sales, Research Suite, is responsible for driving new business for Stretto's AI-enhanced legal research platform, designed for bankruptcy and restructuring professionals.

Responsibilities

• Own the full sales cycle for Research Suite opportunities, from prospecting and qualification through demo, proposal, negotiation, and close.
• Build and manage a pipeline of prospective clients, including law firms, restructuring professionals, bankruptcy practices, legal researchers, and other legal/financial professionals.
• Identify and map decision makers and influencers within target accounts, including attorneys, partners, practice group leaders, legal research teams, knowledge management, innovation, IT/security, procurement, and firm administration.
• Conduct discovery calls to understand client needs, current research workflows, pain points, buying process, budget, and decision criteria.
• Deliver engaging product demonstrations that show how Research Suite can help legal professionals research faster, compare documents, surface insights, and support case strategy.
• Develop account plans for priority prospects and manage follow-up across multi-touch, multi-stakeholder sales cycles.
• Maintain accurate CRM records, pipeline stages, next steps, deal notes, and forecast updates.
• Collaborate with Marketing on campaigns, events, webinars, prospecting lists, and sales collateral.
• Partner with Product, Customer Success, and internal subject matter experts to answer client questions, tailor demos, and provide feedback from the market.
• Represent Stretto at legal industry events, conferences, client meetings, and virtual presentations.
• Track competitive trends and buyer feedback to help refine messaging, positioning, pricing, and future product enhancements.
• As the business grows, help develop repeatable sales playbooks and potentially mentor or manage additional sales team members.

Qualifications

• 3+ years of B2B sales experience, preferably in SaaS, legal technology, legal research, eDiscovery, practice management, litigation support, bankruptcy/restructuring, or adjacent professional services technology.
• Bachelor’s degree required; legal industry, restructuring, bankruptcy, JD, paralegal, legal operations, or legal research experience is a plus.
• Demonstrated success carrying and exceeding a sales quota.
• Experience selling to law firms, corporate legal departments, legal professionals, or other sophisticated professional services buyers.
• Ability to identify decision makers, build relationships, run discovery, deliver product demonstrations, and close new business.
• Strong understanding of consultative sales, value-based selling, and multi-stakeholder sales cycles.
• Comfort discussing legal workflows, research challenges, AI-enabled tools, security considerations, and implementation needs with both business and technical stakeholders.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Experience with CRM systems such as Salesforce, HubSpot, or similar tools.
• Self-starter who can build pipeline independently and operate in an entrepreneurial, evolving product environment.

Pay

The salary range for this position is determined by role, level, location, and market data. Individual pay is determined through interviews and an assessment of various factors, including job-related skills, relevant education and experience, abilities of the applicant, and equity with other team members.