Regional Sales Manager, Mid Size Law Firms; West Coast

Job Overview

The Regional Sales Manager for the MLF Channel is responsible for leading a team that drives channel revenue growth by acquiring new customers, upselling and retaining existing customers. The role includes maintaining fully staffed territories, supporting recruiting and hiring, and providing coaching, training and performance management to Senior Sales Executives on new products, sales skills, productivity tools and professional development.

• Achieve new sales quotas and renewal targets to reach set growth goals.
• Drive online revenue growth goals by partnering with Client Management associates to enhance customer experience.
• Ensure all territories are fully staffed and participate in recruitment efforts.
• Hire qualified employees with strong sales, product and market knowledge and maintain a qualified sales bench.
• Provide performance coaching and job training to direct reports to assist in meeting and exceeding sales quotas.
• Participate in field rides and provide on‑the‑job training.
• Manage regional territory efficiently and maintain monthly reports on pipeline activity, field rides, expenses and employee performance.
• Collaborate with Inside Sales, NPD, Strategic Marketing, Central Marketing, SAM Training and other teams to optimize sales revenue and growth.
• Maintain positive relationships with customers and assist in escalation issues.
• Partner with the Quality Assurance team to ensure uncompromised customer experience.
• Manage travel and expense budgets for manager and direct reports and track monthly growth goals, renewals and revenue.

• Four‑year degree or equivalent experience.
• 5–7 years of successful B2B sales experience and prior sales management experience, preferably in the legal market.
• Experience coaching sales processes, product training and professional development.
• Excellent leadership, forecasting, financial planning and productivity improvement skills.
• Strong knowledge of Small Law Channel products and services.
• Strong market understanding and ability to build effective client relationships.
• Excellent negotiation, communication, time‑management and organizational skills.

Flexibility & Work‑Life Balance: include up to eight weeks of work from anywhere per year and flexible vacation.

Career Development: continuous learning and skill development programs.

Competitive benefits: health, dental, vision, disability and life insurance; retirement savings plan with company match; tuition reimbursement; employee incentive programs; wellness resources; and additional optional insurance and reimbursement programs.

Target total cash compensation range for eligible U.S. locations is $199,500 to $370,500 per year.

We are an Equal Employment Opportunity Employer and welcome applicants of all backgrounds. All qualified applicants will receive consideration for employment regardless of race, color, sex, gender identity, pregnancy, national origin, religion, sexual orientation, disability, age, marital status, citizenship or veteran status.