Manager, Hybrid Account Executives

About the Role

We are seeking a Manager of the Hybrid Account Executive team to lead, coach, and manage a team of Hybrid Account Executives. You will drive performance across the team's collective book of business, focusing on retaining and growing existing accounts while aggressively developing new customer acquisition strategies in the legal community within an assigned territory. This is a virtual position with required travel for annual sales trainings, team meetings, and potentially client engagements.

Responsibilities

• Lead, mentor, and motivate a team of Hybrid Account Executives to consistently achieve and surpass monthly, quarterly, and annual sales targets for renewal retention, portfolio growth, and new business acquisition.
• Develop and execute strategic sales plans for the assigned territory, ensuring alignment with overall company objectives and market opportunities.
• Conduct regular one-on-one coaching, performance reviews, and training sessions focused on consultative selling skills, value articulation, prospecting, and cold calling techniques.
• Oversee team activity and ensure accuracy and completeness of the sales pipeline and forecasts within the Salesforce.com CRM database, including activity, closing metrics, and market intelligence.
• Collaborate cross-functionally with internal stakeholders, including marketing, product, and operations, to resolve client concerns, execute on strategy, and drive continuous improvement in sales processes.
• Maintain in-depth knowledge of the complete line of products/services and the competitive landscape to effectively guide the sales team.
• Act as a point of escalation for complex client or deal-related issues, ensuring high levels of customer satisfaction and retention.
• Hire top-talent and facilitate new hire onboarding and continuous training programs to develop a high-performing and professional B2B sales team.

Requirements

• 4-year college degree or equivalent experience.
• 3+ years of experience managing and leading a B2B sales/account management team, preferably in a professional/corporate environment.
• Proven track record of success in leading a team to consistently achieve performance at 100%+ of quota, including strong revenue retention and new logo growth.
• Demonstrated experience in coaching a team on prospecting, cold calling, appointment setting, and advanced closing techniques.
• Previous sales or management experience in digital marketing and/or the legal industry is a significant plus.
• Expert working knowledge of sales processes, methodologies, and performance management techniques.

Skills

• Exceptional interpersonal and leadership skills, with the ability to inspire a team and translate marketplace needs into effective sales strategies.
• Excellent communication, presentation, and persuasion skills, including the ability to coach others on making a conceptual product tangible to potential customers.
• Strong organizational skills, effective time management, and ability to manage team performance in a virtual environment.

Benefits

• Medical, dental, and vision insurance.
• Life insurance and disability coverage.
• Flexible spending accounts.
• Paid holidays and casual dress code.
• 401(k) plan.
• Paid time off (PTO).
• Innovative culture with a focus on rapid experimentation, flexibility, and collaboration.
• Professional growth opportunities with a focus on internal development.
• Work-life balance initiatives.
• Collaborative and global work environment.

Pay

This is a base + uncapped commission role, with OTE in the mid-high $100ks.

Internet Brands is a fully integrated online media and software services organization focused on high-value vertical categories including legal. Headquartered in El Segundo, Calif., it operates in over 30 office locations worldwide and is a portfolio company of KKR and Temasek.