Sales Manager, Partnerships/Alliances & New Sales – Mid Law

As a Sales Manager, Partnerships/Alliances & New Sales – Mid Law, you will lead a team of overlay sales professionals responsible for driving revenue growth across two critical motions: Partnerships & Alliances within High Value Accounts (HVG, 50 attorneys) New customer acquisition (new logos) within Core accounts (11–49 attorneys) This is an overlay leadership role operating across the Mid Law business in close partnership with territory owners and regional leadership. You will own the strategy, execution, and performance of these growth motions, ensuring they are effectively integrated into the broader sales organization. As the market leader in the Mid Law space, this role is pivotal to extending our advantage, increasing reach into key influencers, and accelerating adoption of AI-driven and partner-enabled solutions. This is a player-coach role requiring a builder mindset, strong deal execution rigor, and the ability to create scalable plays across both partnership-led and direct sales motions. About the Role In this role as a Sales Manager , you will: Lead, coach, and develop a team of sellers focused on partnership-led growth in HVG accounts and new logo acquisition in Core accounts Own team quota attainment, pipeline creation, and revenue performance across both motions Build and scale partner-sourced pipeline within HVG firms, creating repeatable co-selling plays that expand reach and influence within large, complex accounts Drive new logo pipeline and conversion within Core firms, establishing disciplined outbound and prospecting strategies Partner closely with territory owners, regional leaders, and account teams to embed these motions into existing account strategies and maximize deal conversion Instill rigorous sales process discipline, including qualification around buying process, timelines, stakeholder mapping, and multi-threading Coach sellers to position AI and partnership solutions as firm-level transformation drivers (efficiency, margin, competitive advantage) rather than point solutions Develop strategies to engage law firm partners, practice leaders, and key decision-makers, expanding firm-wide adoption beyond traditional contacts Monitor team activity, pipeline, and forecasting through Salesforce and Gong, ensuring strong opportunity hygiene and forecast accuracy Work cross-functionally with enablement, product, and partner teams to ensure deep product fluency and ongoing certification Serve as an escalation point for complex, cross-functional deals, providing hands-on deal coaching and executive-level support Recruit, onboard, and ramp new sellers as the team scales Act as a builder and operator, helping define go-to-market strategy, sales plays, and partnership programs as this motion evolves About You You're a fit for the Sales Manager role if your background includes: 5 years in B2B sales, preferably in legal tech or SaaS, with at least 2 years in a sales management or team lead capacity Demonstrated success leading quota-carrying teams with a strong track record in new business acquisition and revenue growth within existing accounts Experience building or scaling partner-led and/or indirect sales motions, ideally in an overlay or matrixed environment Proven ability to influence without authority, working across territory owners, account teams, and partners to drive outcomes Strong track record of improving deal qualification, sales process rigor, and conversion rates Proven ability to break into new accounts and expand influence across multiple stakeholders, including law firm partners and practice leaders Familiarity with mid-size law firm workflows preferred but not required, including litigation, complex case management, and high-volume document environments Strong understanding of AI-driven legal solutions and document intelligence, with the ability to position these as transformational solutions tied to ROI and firm performance Proficiency with Salesforce for pipeli ... (truncated, view full listing at source)