Vice President, Sales

Applicants must reside in Arizona, California, or Nevada to be considered.

About the Role

As a Vice President of Sales, you’ll inspire and lead Sales Directors, Client Executives, and Senior Client Executives to achieve revenue, growth, and activity goals. You’ll manage sales initiatives across assigned markets, oversee enterprise account strategy, guide large-case negotiations, support account implementation, and strengthen relationships with law firms, corporations, and enterprise clients.

Responsibilities

• Inspire, coach, and actively manage Sales Directors, Client Executives, and Senior Client Executives to achieve sales and activity metrics
• Attain monthly, quarterly, and annual sales team quotas
• Use Salesforce, NetSuite, Microsoft Office, and other web-based tools to manage sales activity and performance
• Collaborate with sales and operations leaders to align strategy and execution
• Gather, assess, and share market intelligence to support growth opportunities
• Ensure team adherence to Esquire sales policies and activity-based sales processes
• Oversee negotiation and closure of large case opportunities
• Lead account implementation, law firm implementation, and re-implementation initiatives
• Guide team members in resolving customer-related issues
• Create and execute strategic account plans for assigned markets and enterprise accounts
• Maintain and expand relationships with enterprise clients, staff counsel, panel counsel, and complex law firms
• Identify underperforming accounts and develop strategies to grow revenue
• Conduct Quarterly Strategy Meetings and Annual Stewardship Meetings
• Provide ongoing training, coaching, performance feedback, and performance management for direct reports
• Lead recruiting initiatives and develop a bench of future sales performers

Requirements

• Proven ability to inspire, motivate, coach, and hold sales teams accountable
• Strong background in enterprise sales, strategic account growth, negotiation, and complex opportunity management
• Understanding of legal service organizations, professional services sales, and revenue drivers
• Experience using Salesforce, NetSuite, Microsoft Office, and other web-based sales tools
• Excellent verbal, written, interpersonal, influencing, and cross-functional communication skills
• 8+ years of sales experience in legal or professional services, including experience managing others in a sales organization
• Bachelor’s degree in Business or a related field preferred
• Ability and willingness to travel up to 50% based on assignment
• Energetic, adaptable, organized, credible, results-driven, and able to lead remote teams successfully

What Success Looks Like

• Achievement of team, enterprise account, and company revenue quotas
• Achievement of team activity metrics and sales process accountability
• Growth of enterprise accounts and assigned strategic relationships
• Improvement in company RARE, revenue after reporter expense, and EBITDA performance
• Successful implementation and re-implementation of assigned enterprise accounts
• Strong sales team engagement, development, performance, and retention

Benefits

• Medical, dental, vision, short- and long-term disability insurance, basic life insurance, and supplemental insurance for employees and their dependents
• Eligibility to enroll in the company’s 401(k) plan with match contribution
• Two weeks of vacation leave per year (80 hours annually)
• 10 paid holidays per year and 2 paid floating holidays per year
• 5 paid sick days per year
• Tuition reimbursement for career development

Work Environment

This role operates in a standard office or remote sales leadership environment with minimal exposure to excessive noise, dust, temperature, or similar conditions. The position requires strong leadership, frequent collaboration, and the ability to travel up to 50% based on business needs and assignment.