Vice President of Enterprise Sales
Role Overview
This is a hands-on leadership role for a builder who enjoys driving strategic opportunities while developing a scalable organization. We are the most functionally comprehensive software provider for eFiling, digital communication, and document management needs in the judicial gov tech market. We have a 35-year track record of providing cloud-based software solutions for courts, including AI capabilities. Our solution supports 1,900 courts nationwide and hundreds of thousands of users, including representation in the top 100 litigation firms in the country.
We offer the most dependable, secure and nimble eFiling and delivery software on the market, and we continually innovate. We are actively expanding into adjacent markets.
Our amazing team of client service professionals enhances our capability by providing 24/7/365 support to our clients, and our leadership team brings decades of subject matter expertise in case adjudication, litigation, and technology solutions.
We are looking for an experienced executive sales leader to join our team on an exciting journey of growth. We seek executive presence paired with authenticity, professionalism, and the ability to build trust quickly with sophisticated stakeholders. The ideal candidate is energized by creating opportunities, opening strategic doors, navigating complex public-sector buying environments, and personally closing transformational enterprise deals.
Our top candidates are seasoned professionals who will work to create strategic market opportunities, expand executive relationships, and accelerate enterprise adoption of new and existing solutions. We attract clients who appreciate value, reputation, and commitment as we have a proven history of industry-leading products and product delivery. We are looking for SaaS sales experts who are convincingly experienced, exceptionally creative, consultative, and are effective in guiding sophisticated buyers through complex purchasing decisions.
You will work with our executive team to develop and support established strategies for sales growth, personally drive and cultivate new relationships, hire, train and manage your newly created business development team and support our existing client relationship team to cultivate additional sales growth. This role carries direct accountability for qualified pipeline generation, forecast accuracy, enterprise deal progression, and achievement of aggressive recurring revenue growth targets.
You’ll have a budget, tools, client targets, untapped markets, and new products, all bringing multiple opportunities and avenues to drive sales. You will have direct access and interaction with the executive team, giving you the ability to enact change. We’re a small, but mighty, company of about 70 talented professionals and a passionate and experienced executive team. If you believe that you’re our new Vice President of Enterprise Sales, we would love to connect.
Responsibilities & Duties
First 12-18 months
- Build and manage a qualified pipeline of enterprise legal and court system opportunities.
- Lead strategic sales efforts with Am Law firms, court systems, and channel partner organizations.
- Establish a disciplined, consultative enterprise SaaS sales process.
- Increase new logo acquisition and recurring SaaS revenue growth.
- Recruit and develop a high-performing business development team over time.
- Strengthen File & ServeXpress’s market position as the premier litigation workflow and eFiling platform.
Sales Leadership:
- Experience selling enterprise SaaS solutions into legal, government, judicial, regulated, or highly consultative industries.
- Ability to competitively position solutions and displace incumbent providers in complex enterprise environments.
- Experience implementing disciplined enterprise sales methodologies and forecasting practices.
- Experience navigating complex procurement committees and long sales cycles.
- Ability to originate and close six- and seven-figure recurring revenue opportunities.
- Experience building pipeline through strategic outbound efforts, industry relationships, and consultative business development.
- Identify and evaluate emerging market opportunities, strategic partnerships, and adjacent sector expansion opportunities to accelerate company growth.
- Possess strong executive communication skills to work with attorneys, judges, administrators, CIOs, and operational leadership.
- Work with the Marketing Team to drive sales strategies, lead generation and relationship cultivation process by identifying and prioritizing high-value prospects, initiating and nurturing long-term relationships with decision makers like partners at law firms and chief justices in the courts, ultimately leading to new sales growth.
- Work with Product and IT leaders to enhance existing and develop new marketdominant solutions to drive growth.
- Recommend changes to systems, procedures, products and people to achieve strategic goals.
- Network with industry consultants to gather competitive insights, best practices, and demonstrate value proposition of our products and services.
- Take responsibility for identifying and closing sales to meet financial objectives.
Communication/Collaboration:
- Review and analyze weekly and monthly statistical and financial reports to drive sales, identify problems and bring solutions with leadership.
- Work closely with Vice President of Operations and Director of Client Relations to ensure a seamless transfer of new clients from Sales team to the Client Services team.
- Develop and submit bi-weekly reports to CEO and VP of Finance on pipeline progress, projected close dates, and any issues impacting sales executions.
- Attend in-person quarterly Board Meetings to report on sales strategy, growth, challenges, and accomplishments.
- Work closely with Vice President of Finance to develop pricing strategies to create new and increase existing client portfolios.
- Develop sales targets and operational budget for Sales. Routinely monitor, manage and control budget, analyze variances and take appropriate action(s) and develop plans for productivity improvements.
- Oversee the win themes and sales strategy of proposals to new and existing customers.
- Support Marketing to meet proposal deadlines and collaborates with internal contributors and subject matter experts to ensure accurate and effectives sales strategies.
Company Leadership:
- Report monthly and quarterly on company-wide meetings to generate excitement about company sales growth, new strategies, new wins, and explain how to overcome challenges presented.
- Provide leadership sales coaching and practice sessions as needed to prepare presenters for sales presentations.
- Ensure that sales strategies are consistent with company growth goals and collaborate with the leadership to prepare, manage, and lead the company effectively to meet client and company commitments.
- Recommend and provide timely justification for hiring new sales resources to support scale and growth.
- Conduct interviews of sales and non-sales staff to select key performers across various departments.
Skills, Knowledge & Abilities
- Proven experience in a client-facing, business development role, ideally with experience selling SaaS products.
- Executive presence, excellent presenter and public speaker capable of developing personable, targeted, and winning sales presentations for government executives, CIOs, judges and law firm partners (multi-stakeholder navigation).
- Strong relationship builder, ability to listen and ask questions, thereby developing trust with new and existing customers.
- Experience in an executive leadership position and developing a winning sales team.
- Experience developing a sales strategy and playbook.
- Proven track record of implementing upsell and cross-sell strategies
- Comfortable leading value-based business discussions and negotiating complex SaaS agreements.
- A spirit of availability, accessible to customers and team members and generous with time.
- Intellectually curious with the ability to quickly understand complex operational and legal workflows.
Job Requirements
- A successful candidate must be able to pass a criminal background, education, and employment investigation prior to employment.
- Work-authorization; US Citizen
- Able and willing to travel regularly to meet with clients, perform outreach to potential clients, collaborate with leadership, and attend conferences.
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Perks and Benefits
health benefits
Our competitive benefits package includes premium medical, dental, and vision coverage for employees and their dependents.
Perks
FSX employee perks include 401k, life and disability insurance,, and work hour flexibility.
Work-life balance
A healthy work-life balance is vital. Our flexible PTO plan encourages team members to take time off so they can return feeling refreshed.