Sales Manager

Job Title:

Sales Manager — Legal Market (Partnerships, White‑Label, Resellers & Direct Sales)

Location: Woodland Hills, CA

Employment Type: Full‑time

Pay Rate: Total compensation of 150K with base of 80‑100k

Practice AI builds AI and SaaS solutions for the legal industry (practice management, intake, AI drafting, document automation, analytics). We’re scaling sales and channel programs and seeking an experienced AI/SaaS sales leader to drive revenue through direct enterprise deals, strategic partnerships, reseller networks, and white‑label agreements.

The Sales Manager — Legal Market is responsible for growing revenue through a blended go‑to‑market: direct enterprise sales to law firms and legal orgs, and building/operationalizing partner channels (white‑label, reseller, referral, ISV integrations). This is a quota‑carrying, hands‑on role requiring strong SaaS sales expertise, partner program experience, and familiarity with legal workflows and buyer profiles.

• Own a sales quota and deliver predictable pipeline and bookings from direct and channel motions.
• Qualify, negotiate, and close enterprise and mid‑market deals with law firms, legal departments, and vendors.
• Partnerships & Channel Strategy
• Design, recruit, and scale partner programs: resellers, referral partners, technology alliances, and white‑label opportunities.
• Build onboarding, enablement, pricing, margins, and co‑sell/co‑marketing playbooks for partners.
• Manage partner lifecycle: recruitment, onboarding, certification, performance tracking, and incentives.
• White‑Label & OEM
• Negotiate white‑label/OEM agreements, integration requirements, SLAs, branding and IP considerations.
• Coordinate legal, product, and delivery teams to define white‑label product roadmaps and go‑to‑market terms.
• Go‑to‑Market & GTM Ops
• Work with marketing to run partner campaigns, events, webinars, and demand generation for the legal vertical.
• Build sales collateral, partner playbooks, ROI calculators, case studies and contract templates specific to the legal market.
• Account Management & Enablement
• Provide strategic account coverage for key customers and high‑value partner accounts.
• Train and enable partner sales teams and internal sales reps on product, pricing, objections, demos and proof‑of‑value.
• Metrics & Reporting
• Track pipeline, partner‑sourced revenue, deal velocity, churn, partner ROI, and forecast to leadership.
• Iterate on compensation and incentive models to drive partner behavior and net new revenue.

• 5+ years B2B SaaS sales experience with consistent quota attainment; 2+ years managing channel/partner programs or equivalent.
• Strong technical aptitude with AI, ML, or enterprise SaaS products; ability to articulate technical value to legal buyers.
• Experience selling to law firms or legal departments (strongly preferred) or to adjacent professional services.
• Proven experience in structuring reseller, white‑label/OEM, and referral partnerships.
• Track record negotiating commercial agreements and navigating procurement/legal negotiations.
• Excellent communicator and presenter; comfortable with demos, RFP responses, and executive sales cycles.
• Familiarity with CRM and sales tools (Hub Spot, Salesforce), partner portals, and analytics.
• Willingness to travel (~25‑50% as required).

• Existing network/relationships with law firm owners, managing partners, legal ops, or legal tech vendors.
• Experience with integrations into Clio, practice management, DMS, e‑billing or other legal systems.
• Understanding of legal procurement cycles, compliance, and data privacy concerns (HIPAA/CCPA/PD).
• Competitive base + uncapped commission plan (OTE commensurate with experience).
• Flexible/remote work, travel stipend, company equity (for qualifying roles).

• Close first 3‑5 strategic partner agreements (reseller or white‑label) with signed MOU/SLA.
• Achieve Y% of quota via partner‑sourced deals within 12 months.
• Launch partner enablement program and partner portal with training certs.