Job Summary:
The Account Director is a growth-focused sales professional, responsible for both managing and acquiring new clients within the legal services, eDiscovery, managed review, cybersecurity, and staffing markets. This role owns the entire sales process from prospecting through contract execution and is responsible for identifying new client targets and contacts, executing outreach, building executive relationships, developing qualified pipeline, and consistently achieving pipeline and revenue objectives. The Account Director serves as a trusted advisor to clients by understanding their business challenges and aligning Avalon’s solutions to deliver measurable results. The ideal candidate will live in or around the Tampa area.
What Success Looks Like:- Maintain and expand current assigned client base with a focus on services and relationship expansion
- Consistent and repeatable new client outreach inclusive of client & contact research, account planning, account outreach, and relationship development.
- Build and execute multi‑year account strategies that deepen Avalon’s footprint across service lines, increase wallet share, and proactively identify expansion opportunities before competitors do.
- Partner closely with operations, recruiting, marketing, and executive leadership to ensure flawless delivery, client satisfaction, and unified messaging. Success includes being the internal “voice of the client” and driving internal alignment that accelerates revenue.
- Create and maintain a healthy pipeline of qualified opportunities.
- Develop relationships with key decision-makers across law firms, corporate legal departments, and enterprise organizations.
- Consistently exceed individual, outreach, revenue and new business objectives
- Maintain accurate CRM, billing, and financial discipline
Duties/Responsibilities
New Business Development:
Identify and pursue new client opportunities within assigned markets or industries.
Generate qualified opportunities through prospecting, networking, referrals, industry events, and relationship development.
Conduct discovery conversations to understand client needs, business objectives, and service requirements.
Develop and execute territory and account plans that drive pipeline growth and revenue generation.
Clearly articulate Avalon’s value proposition, differentiators, and service capabilities in a way that resonates with prospects. Success includes tailoring messaging to industry pain points and positioning Avalon as the preferred partner over competing staffing and review providers.
Sales Cycle Management:
Manage the full sales cycle from initial engagement through proposal development and contract execution.
Collaborate with Avalon subject matter experts to develop account strategies, outreach plans and compelling client solutions.
Prepare proposals, pricing models, and Statements of Work aligned with client requirements.
Negotiate commercial terms and close new business opportunities.
Coordinate and manage all internal and external stakeholders throughout the sales cycle to ensure clarity, momentum, and timely decision‑making.
Client Relationship Development:- Build and maintain professional relationships with client stakeholders and decision-makers.
- Present Avalon’s services and solutions in a consultative and client-focused manner that elevates Avalon as a trusted advisor
- Identify opportunities for cross-selling and long-term account expansion.
- Conduct regular business reviews with key clients to assess service performance, identify risks, and uncover growth opportunities.
Pipeline and Revenue Management:
Maintain an active pipeline of opportunities within the CRM system.
Maintain forecast accuracy and provide leadership with timely updates regarding deal progression, risks, and revenue expectations.
Meet or exceed established revenue and activity goals.
Regularly review, update, and advance opportunities to ensure an accurate, current, and strategically prioritized pipeline.
Market and Industry Engagement:
Remain current on industry trends, legal technology developments, AI adoption, cybersecurity risks, and emerging client trends.
Participate in networking events, conferences, and professional associations.
Identify emerging market opportunities and provide feedback to leadership.
Maintain understanding of key competitors, service offerings, pricing models, and market positioning.
Cross-Functional Collaboration:
Partner with operations, project management, and service teams to ensure proposed solutions align with company capabilities.
Coordinate internally to support successful client onboarding and service delivery.
Establish consistent communication channels and feedback loops across sales, operations, recruiting, and project teams to ensure alignment, anticipate delivery challenges, and continuously refine client solutions.
Qualifications:- 3+ years of proven B2B sales experience.
- Experience selling legal professional services, legal technology, eDiscovery, staffing, or related industries a plus
- Demonstrated success developing new business and closing opportunities.
- Strong consultative selling, negotiation, and relationship-building skills.
- Experience using CRM platforms to manage pipeline and sales activity.
- Experience using the following tools: HubSpot, LinkedIn Sales Navigator, ZoomInfo, ApolloAI,
Skills and Abilities:
Strong consultative selling and relationship-building skills.
Ability to communicate effectively with senior stakeholders.
Strong negotiation and presentation abilities.
Ability to manage multiple opportunities simultaneously.
Physical Requirements:
Prolonged periods of sitting and working on a computer. Frequent virtual and in-person client meetings.
Travel Requirements:
Travel as required for client meetings, business development activities, and industry events. Reliable transportation and valid driver’s license required if travel is requested.
Compensation:
$80,000-120,000 base salary, with $200,000-300,000 on-target earnings (OTE). Senior sellers with established relationships and strong performance have the opportunity to earn above target. Please apply with your resume
