Regional Vice President, Sales; BB

Referment is working with a legal technology company whose AI platform — medical record retrieval, medical chronologies and demand letters — is used by personal injury and plaintiff law firms. Revenue has grown quarter after quarter, pilots convert quickly, and the constraint is now coverage: the company is significantly expanding its enterprise sales team this year and needs a Regional Vice President to lead it.

You'll lead the Enterprise Account Executive team, reporting to the VP of Sales. Most of the team you'd lead has not been hired yet, so you'll own the bar: hiring, ramp, deal strategy and forecast accuracy for the enterprise segment. The sales motion is proven and documented — the job is making it repeatable at greater scale rather than inventing it.

This is a player-coach role: you'll still run deals personally, including the largest pursuits, with the CEO personally sponsoring strategic deals.

• Hire, ramp and lead the enterprise AE team — you own the hiring bar, the interview loop and time to first close.
• Own team quota and forecast accuracy, running weekly pipeline reviews and the enterprise deal board.
• Lead deal strategy on the largest pursuits and be personally in the room.
• Design territory coverage, account tiering and per-rep blindspot analysis.
• Hold pilot rigour across the team — pilots scoped, instrumented and reviewed weekly, with pilot conversion treated as the primary leading indicator.
• Run quarterly business reviews per rep, focused on moving upmarket and intentional territory penetration.
• Partner with engineering, customer success and operations on enterprise segment feedback.

• 3+ years leading a quota-carrying enterprise AE team, including through a period of real headcount growth rather than steady state.
• Owned a team number in an environment with six-month-plus deal cycles and multi-year contracts.
• Hired at volume and can articulate the bar you held and what you learned from hiring misses.
• A player-coach, still comfortable running a deal personally rather than managing through dashboards.
• Experience with pilot or proof-of-concept led sales motions, including how to keep them honest.

Experience selling to law firms, healthcare, insurance or professional services is a plus rather than a requirement. The role is based in the company's San Francisco office and involves regular travel. This could suit a first-line or second-line enterprise sales leader who wants to build a team largely from scratch, close to a CEO, inside a company where the motion already works.

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