Director of Sales, Lupl

About the role

For a commercial leader, this is a rare combination: a category-leading product, a market that has finally decided it needs this, a story that lands with innovation teams and practicing lawyers alike, and the backing of a global legal software and services business. We count on our leadership team to solve complex business problems with creativity and passion, always be ready to learn something new, and roll up our sleeves to get things done.

We are looking for a Director of Sales to own Lupl's revenue growth globally. You will own Lupl's global revenue number and the sales motion that delivers it. Importantly, you will not be starting from nothing and you will not be doing it alone. You will join a team and have a chance to build upon an established sales motion, with customer success and product alongside you. Your job is to lead and scale what is there, not to carry every function personally.

Three things make this role distinctive:

• First, our market. Lupl sells to law firms, and increasingly to in-house law teams. Legal buyers are careful, consensus-driven, and unimpressed by generic enterprise software pitches. Credibility in that market is earned, not asserted, and we are looking for someone who already has it.
• Second, how we sell. We are building an AI-native company, where AI is how the work actually gets done. In sales, this includes research, call analysis, follow-up, proposals, forecasting, and CRM hygiene. We sell an AI-enabled platform for legal work, so the way we sell should look like the way our customers aspire to work.
• Third, where this can lead. Your initial focus is Lupl - own the number, build the motion, deliver the plan. Lupl also now sits at the center of Elevate's software business, so a leader who succeeds here will have the opportunity to grow into a broader role helping shape software at one of the world's leading legal software and services companies.

This role is US East Coast remote-based.

Specifically, the Director will

• Be a player first and a coach second, with around two thirds of your time on your own deals (generating your own pipeline, running your own demos, and closing) and the remaining third on leading, coaching and scaling the team. You will carry a personal quota of your own, sitting inside the wider team number, and you will be measured against both.
• Deliver Lupl's global revenue plan, across new business, renewal and expansion.
• Personally win a share of the largest and most strategic deals.
• Generate a meaningful share of your own pipeline, and lift the standard of pipeline generation across the team.
• Make the sales motion repeatable and measurable across regions, with forecasting the Board can plan against.
• Grow the number of customers who will advocate for us publicly.
• Bring market insight back into product strategy and pricing.
• Own the global revenue number, covering new business, and forecast it to a standard the CEO and Board can rely on.
• Lead and close the most strategic deals yourself, running your own discovery and demos, and pulling in sales engineering for deep technical solutioning where required.
• Generate your own pipeline. Working your own network is a standing part of this role, not something you delegate - and you set the standard for how the team messages the market.
• Scale the existing sales motion so it runs consistently across regions, with clean pipeline management and CRM discipline.
• Work alongside customer success as a peer function on renewal, expansion and customer advocacy.
• Raise the AI bar for the revenue function, in your own selling and in how the team works.
• Work closely with product on roadmap, pricing and packaging, bringing what you learn in the market back into the business.
• Represent Lupl externally at industry events, in the press and in the wider legal community.

Experience

• At least five years selling software or services into law firms, with a demonstrable understanding of how firms buy: partners, practice group leaders, COOs, innovation and knowledge teams, IT and procurement, and the consensus-building that sits between them.
• A track record of carrying and hitting a number in complex, multi-stakeholder sales cycles.
• Experience selling to in-house law teams, including General Counsel, legal operations, and legal COO functions.
• Experience owning marketing alongside sales.
• Experience introducing a channel or partnership motion from scratch.
• You can run a full demo unaided, without a sales engineer in the room, and be credible in both directions: with the lawyers who will use Lupl day-to-day, and with the partners, COOs, and CIOs who sign for it.
• Credible in Lupl's target segment, and comfortable being visible at events and in the industry conversation.
• Experience in a startup or scale-up, comfortable with pace, ambiguity and getting involved in the detail.

Skills for Success

• A strong personal network in the legal market that can open real conversations from early on.
• Can set direction, lead a team, and still run relationships from first conversation to close.
• Technical Skills
  • AI-native. You already use AI tools daily and can show us specifically how they have changed the way you sell and the way you manage a pipeline.
  • You are familiar with tools such as Claude, conversation intelligence and a modern CRM. We are more interested in how you use them than in the tool names.
  • Hands-on experience building AI agents, automations or workflows yourself rather than delegating them.

Qualifications

• A bachelor's degree in a relevant area or extensive experience required.

Compensation

• The compensation for this East Coast, remote-based role has a year-one on target earning range of $280,000 - $400,000 (base + commission).
• Participation in Elevate's stock options plan.
• Elevate offers full-time employees a comprehensive benefits package and PTO, including an Open Time Off policy for this role.
• Work from home, with travel expected for customer meetings and industry events.