VP, Major Accounts - Legal

This executive leadership role offers the opportunity to drive growth and long-term value across a portfolio of the most strategic legal technology accounts. The position will lead a team focused on expanding enterprise relationships, increasing platform adoption, and strengthening partnerships with major law firms and corporate legal departments. You will operate at the intersection of strategic account management and enterprise sales, influencing complex, multi-stakeholder buying environments.

About the role

The VP, Major Accounts - Legal will own the commercial strategy and execution for a portfolio of high-value enterprise accounts, leading strategic growth initiatives and developing a team of senior account leaders. This role requires a combination of executive relationship management, sales leadership, and strategic planning to expand partnerships and maximize customer value.

Responsibilities

• Own the strategy and performance of major legal accounts, with accountability for retention, expansion, revenue growth, and long-term account health.
• Lead, coach, and develop a team of Managing Directors focused on strategic account growth and enterprise expansion.
• Build and execute comprehensive account plans that identify customer priorities, stakeholder relationships, competitive positioning, and growth opportunities.
• Develop and maintain a strong expansion pipeline with disciplined opportunity management and forecasting.
• Personally engage in complex enterprise conversations with senior legal and business executives, including Managing Partners, General Counsels, CIOs, CFOs, and COOs.
• Drive multi-product expansion strategies by connecting technology solutions to customer business objectives and measurable outcomes.
• Lead executive negotiations for renewals, expansions, and strategic agreements.
• Establish operating rhythms including account reviews, pipeline inspections, forecasting sessions, and performance tracking.
• Mentor senior sales leaders on executive engagement, stakeholder mapping, account strategy, and commercial execution.
• Partner cross-functionally with sales, customer success, product, and leadership teams to deliver strong customer outcomes.
• Identify market trends, customer needs, and opportunities to strengthen strategic positioning within the legal technology landscape.

Requirements

• 15+ years of experience in enterprise software sales, strategic account management, or related commercial leadership roles.
• Proven track record of driving expansion, retention, and net revenue growth across large enterprise accounts.
• Deep experience managing strategic accounts within legal technology, vertical SaaS, or related enterprise software markets.
• Strong understanding of large law firms, corporate legal departments, partnership structures, governance models, and complex technology purchasing processes.
• Demonstrated success leading and developing senior enterprise sales teams.
• Ability to coach teams on account planning, executive engagement, opportunity development, and strategic selling.
• Exceptional executive communication skills with the ability to influence senior decision-makers.
• Experience building expansion strategies, improving forecast accuracy, and achieving ambitious revenue targets.
• Strong commercial judgment, analytical skills, and ability to operate in complex environments.
• Player-coach mindset with the ability to balance strategic leadership and direct involvement in critical opportunities.
• Excellent storytelling and presentation skills tailored to executive audiences.

Benefits

• Opportunity to lead strategic growth initiatives within a high-impact enterprise technology environment.
• Flexible and modern work environment designed to support collaboration and professional growth.
• Competitive compensation package based on experience and market factors.
• Professional development opportunities, including training and continuing education support.
• Comprehensive wellness programs and flexible time off benefits.
• Family support and family-building benefits.
• Employee community initiatives, including paid volunteer time off and donation matching programs.
• Collaborative culture focused on innovation, teamwork, and long-term career development.
• Opportunity to work with leading organizations and contribute to transformative technology adoption.