Head of Sales

Summary

Join Trellis, a legal data/AI startup, as the Head of Sales - Non Legal Verticals. You will be a key revenue leader, building sales playbooks from scratch, achieving revenue milestones, and developing a high-performing enterprise sales team. This player/coach role requires selling and achieving milestones initially, then building and coaching a team. You will focus on expanding market share in Finance, Insurance, Risk, and Business Development. You will report to the founders and work closely with senior leadership. The ideal candidate has 10+ years of enterprise sales experience, 3-5 years of sales leadership, and a proven track record of exceeding revenue goals in high-growth environments. Trellis offers meaningful equity, full medical/dental/vision coverage, 401k matching, remote work flexibility, and a flexible vacation policy.

Requirements

• 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

Responsibilities

• 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

Preferred Qualifications

• 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