Job description
About Trellis:
Changing the legal landscape through data, technology and innovation is core to our mission here at Trellis. We achieve this by democratizing access to valuable data contained in the largest court system in the world and then layering insights, analytics, and AI to help industries make better decisions.
Trellis is a venture-backed post Series B legal data/AI startup backed by some of the best investors in the world. Its founders have deep industry expertise and a history of building big companies. In addition to an incredible team and mission, the company has amassed the largest unique litigation/court data set in the nation, uniquely positioning Trellis to be a leader in the legal data and legal AI space across industries.
Overview:
Trellis is looking for a Head of Sales - Non Legal Verticals, who will be a strong and focused revenue leader obsessed with driving customer outcomes and developing careers. The Head of Sales should have a demonstrated track record of building sales playbooks from scratch, achieving individual and company revenue milestones, and successfully recruiting and coaching a team of enterprise salespeople from the ground up.
While half of the team focuses on private sector legal, this leader will focus on expanding our market share and revenue growth throughout North America in the Finance, Insurance, Risk and BD space - all industries the company currently serves. The Head of Sales will individually drive successful penetration of these markets before growing and coaching a team to do the same. As a critical piece of the management team, the Head of Sales will be actively involved in sales, partnerships, and grow the company in these markets. While achieving individual success, they will be in charge of building, coaching, leading, and enabling the best sales team possible. This role will report directly to the founders, but will work closely and interact with all senior leadership.
What You’ll Do:
- Be responsible as an individual contributor with individual revenue goals to start in order to develop the playbook for each vertical.
- This is a player/coach role, requiring you to be a player and coach from the start.
- Sell and achieve milestones until a repeatable playbook is established.
- Individually increase the speed of new client acquisition by building a sustainable sales pipeline and decreasing the length of the sales cycle.
- Evangelize the company by participating in industry events and trade shows.
- Participate in strategic planning to develop revenue projections and actively engage in contract negotiations.
- Be an expert in at least one of our non-private sector legal verticals and actively engage with advisors to become experts in selling into additional verticals.
- Establish a trusted/strategic advisor relationship with clients and drive continued value of our products and services; advocate for customer needs/issues cross-departmentally.
- Identify cross-sell and upsell opportunities within the existing client base.
- Support negotiations of contracts, renewals, amendments, and SOWs by assessing delivery risk and developing mitigation plans to ensure performance.
- Identify feature enhancements to our product through customer interaction.
- Display a strong passion for learning about our products and markets through in-house and external training.
- Be hungry for huge success and demonstrate a strong drive to help us win the market.
Who You Are:
- 10 years of relevant experience with enterprise sales in at least one non-law vertical
- 3 to 5 years of sales leadership with emphasis on building out a team.
- Achieving +100% to goal in a repeatable manner
- Strong relationships, affinity for, and understanding of a core vertical
- Track record of successfully performing in a high growth sales organization - +100% year over year.
- Experience as an early employee creating a playbook from scratch and then scaling revenue from $10MM ARR to $50MM ARR
- Prior responsibility for forecasting goals, revenue, and associated hiring/costs
- Experience working in a high growth, entrepreneurial company.
- Experience with product launch; strategic and working with product marketing a plus.
- Full appreciation for inbound/outbound legal marketing
- strategic mindset and ability to lead a team with integrity and passion
- Experience with Hubspot( or comparable CRM).
- Ability to handle a fast-paced environment and challenging workload
Benefits
- Meaningful equity in an early stage rocket ship.
- Full Medical, dental, and vision coverage (for you and your family). ALL premiums covered!
- 401k w/ full match up to state limit
- Work from anywhere, but be willing to travel for sales meetings, leadership retreats, etc
- Flexible vacation policy. You manage your own time.
- Work with A players on a mission to build a massive company
- Work with happy, positive people that have fun.
