Sales Manager

CoCounsel, a leading AI legal assistant, as a Sales Manager for the Small Law Segment in England & Wales. In this pivotal role, you will drive the expansion of CoCounsel across small law firms, focusing on both retention of existing customers and new logo acquisition. You will manage a high-velocity sales pipeline, proactively manage renewals, and work closely with marketing to align campaign timing and messaging. Additionally, you will champion a digital-first onboarding experience and maintain accurate pipeline data within the CRM. This role offers the opportunity to make a significant impact on the legal industry by helping small firms compete more effectively against larger firms.

Responsable de la croissance de CoCounsel dans le segment des petits cabinets d'avocats en Angleterre et au Pays de Galles, en assurant l'acquisition de nouveaux clients et la rétention des clients existants.

Gestion d'un pipeline de ventes à haute vitesse, équilibrant un grand volume d'opportunités avec une qualification et une conversion efficaces.

High-velocity B2B sales experience: Significant experience in high-volume, transactional B2B sales. This should include time in a senior, team lead or management role

Stakeholder management: You work effectively with Product, Customer Success, Legal and Finance/Credit teams to make sure deals go through smoothly

Responsibilities

• Collaboration avec le marketing pour aligner le timing des campagnes, le message et la génération de leads avec la capacité et les objectifs de vente.
• Communication and influence: You present performance, forecasts and market insight clearly to senior leadership and influence decisions across teams
• Marketing partnership: Experience working closely with Marketing on demand generation, campaign-led selling and a closed-loop process for tracking leads from first contact to closed deal, including matching campaign timing to sales capacity
• Pipeline and forecasting expertise: Advanced use of Salesforce or a similar CRM. You produce accurate forecasts, keep data clean, attribute credit properly and manage against volume-based KPIs
• Retention strategy: Experience managing a renewal book, designing plans to keep at-risk customers, reducing churn and growing existing accounts through upsell and cross-sell

Requirements

• Data-driven decision-making: You use funnel metrics (conversion rate by stage, lead-to-close time) and customer usage and engagement data to set priorities, spot churn risk and step in early
• Process design: You can build repeatable, scalable sales processes suited to short-cycle, high-transaction selling
• Owning a segment or territory target: A proven record of delivering against both new business for a whole segment, territory or team, not just a personal quota
• Sales leadership and coaching: Experience leading, coaching or developing sales staff, whether as a manager, team lead or player-coach. This includes setting activity standards, running pipeline reviews and improving individual performance
• Formal people management: Experience line-managing an inside sales, telesales or SMB sales team, including recruiting, performance management and building career paths, such as progression from trainee to executive
• Digital onboarding experience: Experience designing or overseeing self-serve, low-touch or product-led onboarding and training programmes, with adoption tracked as an early sign of whether customers will renew
• Sales enablement: Experience putting a sales methodology into practice (e.g. SPIN, MEDDIC, Challenger), building sales playbooks, or using call-coaching tools such as Gong
• Multi-product selling: Experience growing accounts across a portfolio of related products

Preferred

• Legal tech and AI knowledge: Familiarity with Westlaw, Practical Law, LexisNexis or practice management tools. Experience selling generative AI products and handling objections about accuracy, client confidentiality, data security and lawyers' professional duties
• Legal market experience: Experience selling to or working with law firms in England & Wales, and an understanding of the commercial and regulatory pressures on small and high-street practices
• Degree or equivalent: A degree in business, law or a related subject, or equivalent commercial experience

Join

• Right to work: You are eligible to work in the UK
• Partner or channel marketing: Exposure to partner-marketing or channel sales models
• Sales and analytics tools: Familiarity with Outreach, Salesloft, LinkedIn Sales Navigator, Gainsight, or reporting tools like Tableau or Power BI