Director of Growth

Department: Revenue
Location: Oklahoma City, Oklahoma, Oklahoma State-Wide Okay
Job Type: Full-Time | Exempt
Reports To: SVP of Sales and Marketing

Quintessa delivers signed, pre-screened motor vehicle accident retainers to personal injury law firms. We do not sell shared leads.

New partnerships begin at a minimum monthly investment of $25,000, with many strategic clients launching at approximately $75,000 per month. Some partner firms have grown to $750,000 per month in a single market, and several invest more than $1 million per month across multiple markets.

We are hiring a Director of Growth to lead the teams responsible for acquiring, retaining, and expanding those partnerships.

You will directly manage:

• Enterprise Growth Executives responsible for sourcing and closing new law firm partnerships
• Growth Managers responsible for retaining and expanding existing client relationships

This is a hands-on commercial leadership role. You will own new revenue, retained revenue, and expansion revenue while coaching the people responsible for each.

You will lead the Enterprise Growth Executive team and own:

• Collected new-partner revenue
• Team and individual quota attainment
• Pipeline quality and coverage
• Sales forecasting
• Target-account strategy
• Deal qualification and strategy
• Call coaching and performance development
• Hiring, onboarding, and performance management
• Consistent execution of Quintessa’s sales process

Our Enterprise Growth Executives operate in a full-cycle hunter model. They are expected to source pipeline, run the sales process, and close their own business.

A deal does not count as Closed Won until payment has been collected.

You will lead the Growth Managers responsible for managing multimillion-dollar client portfolios.

Growth Managers act as the CEO of their assigned books of business. You will hold them accountable for:

• Gross and net revenue retention
• Client health and satisfaction
• Executive-level client relationships
• Monthly and quarterly business reviews
• At-risk account plans
• Budget increases and fund additions
• New market and state expansions
• Documented 90-day client growth plans
• Expansion pipeline and forecasting

Retention is not customer service. Growth Managers are expected to identify risk early, lead difficult client conversations, and coordinate the right internal resources before an account is lost.

Expansion should be proactive. Your team should not wait for clients to ask about growing.

You will ensure every newly closed partnership moves into Growth Management with a clear understanding of:

• The client’s goals and expectations
• Markets and investment levels discussed
• Key decision-makers
• Intake capacity and operational readiness
• Commitments made during the sales process
• Known risks
• Future expansion opportunities

The quality of the handoff is part of the quality of the sale.

You will directly coach and manage both teams through:

• Weekly one-on-ones
• Pipeline and account reviews
• Call reviews
• Deal and client strategy
• Clear performance scorecards
• Individual development plans
• Direct management of underperformance
• Hiring and onboarding
• Consistent CRM expectations

You should know where the number is coming from, where it is at risk, and what your team is doing next.

You will be measured on:

• Collected new-partner revenue
• Sales team quota attainment
• Gross revenue retention
• Net revenue retention
• Collected expansion revenue
• Client retention
• Sales and expansion forecast accuracy
• Pipeline coverage and conversion
• Growth Manager portfolio performance
• CRM and documentation compliance

This role is for a leader who:

• Has led sales, account management, client success, or revenue teams
• Is comfortable owning new business and retention at the same time
• Coaches by listening to calls and working directly with the team
• Can manage sales hunters and strategic account managers differently
• Builds credibility with founders, managing partners, and business owners
• Uses data to make commercial decisions
• Addresses performance issues and difficult client conversations directly
• Understands that retained and expanded revenue is as important as new logos

Our buyer is often a skeptical managing partner who has been burned by lead vendors. Success requires credibility, commercial judgment, and the ability to influence an owner making a significant investment with the firm’s own capital.

• Eight or more years of…