Job Description

Vice President of Government Sales – Legal Technology / eDiscovery

Washington, DC preferred | Hybrid / Remote

$100k–$150k+ Base + Uncapped Commission

I am working with an established Legal Technology and eDiscovery organisation that is looking to make a senior hire into its Government sales function.

This is not a role for someone looking to inherit a book of accounts and maintain existing relationships.

They are looking for a proven Government sales hunter who understands how to navigate Federal, State and Local agencies, has an established network in the space and can take real ownership of growing this part of the business.

The immediate focus is new business and revenue generation. However, the opportunity is much bigger than simply carrying a quota.

You will have the chance to take ownership of the wider Government go-to-market strategy, help shape how the organisation approaches the market and as the function grows, there is a genuine opportunity for this position to develop into a leadership role with direct reports.

What will you be doing?

• Win net new business across Federal, State and Local Government.
• Build and expand relationships across Government agencies and public sector accounts.
• Develop your own pipeline through networking, outreach and industry events.
• Grow existing accounts and increase wallet share.
• Own Government account strategy and go-to-market activity.
• Lead client presentations, demos and commercial discussions.
• Represent the business at Government and Legal Technology events.
• Help shape the long-term Government sales strategy.

Who are they looking for?

The ideal person will have 10+ years of sales experience with a strong track record of selling into Government.

eDiscovery experience would be highly desirable, but I would also be interested in speaking with people from the wider Legal Technology, legal services, data services or closely related technology markets.

More importantly, you should be able to demonstrate:

• Proven track record of winning net new Government clients.
• Strong existing network across the Government market.
• Experience selling complex technology or services into Federal agencies.
• Good understanding of Government procurement and longer sales cycles.
• Able to build and execute your own territory strategy.
• Comfortable selling to senior stakeholders and complex buying groups.
• Strong hunter mentality with the potential to grow into leadership.

Location

• Washington, DC is strongly preferred.
• The role can operate on a hybrid / remote basis, but this person needs to be visible in the market and comfortable attending client meetings, networking events and industry conferences.
• This is not a desk-based sales role.

Compensation

$100k–$150k+ base salary depending on experience, plus uncapped commission.

There are accelerators within the commission structure and no ceiling on earnings for somebody who successfully builds the Government territory.

This is a particularly interesting opportunity for someone who knows the Government market and wants more than another quota-carrying position.

You will be joining an established business with existing Government relationships, while being given the autonomy to truly own and build this vertical.

If you have successfully sold eDiscovery, Legal Technology or related solutions into Government and would be interested in hearing more, please reach out to me directly.

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