Sales Manager

Job Description:

Sales Manager – Small Law Segment

The Sales Manager – Small Law Segment is a pivotal growth role responsible for driving the expansion of CoCounsel across small law firms in England & Wales. This role owns both retention of the existing small law customer base and new logo acquisition , ensuring CoCounsel becomes the trusted AI assistant of choice for smaller practices looking to compete more effectively against larger, better-resourced firms.

CoCounsel is designed to help level the playing field for smaller firms. CoCounsel Essentials is a 'right-sized' AI solution designed to automate core legal tasks like document analysis, research, and drafting, bridging the gap between basic tools and costly enterprise systems. By using features like the CoCounsel Library and agentic workflows, firms are freed from routine tasks to focus on high-value strategic work and client relationships. This role will directly enable small firms to punch above their weight and pursue matters that were previously out of reach.

Given the nature of this segment, success depends on high-velocity, high-volume sales motions — this is not a long, consultative enterprise sales cycle. It requires slick pipeline management, rapid deal conversion, and seamless digital onboarding, all closely coordinated with Marketing to keep demand generation and conversion tightly aligned.

Key Responsibilities

Segment Growth & Sales Delivery

- Own and deliver the sales target for CoCounsel across the small law (typically sole practitioner to circa 1–3 fee earner) segment in England & Wales.
- Build and manage a high-velocity sales pipeline, balancing a large volume of opportunities with efficient qualification and conversion — reflective of the broader small law model where each territory consists of a large base of small/solo firms.
- Drive new business acquisition while protecting and growing the existing footprint, supporting efforts to grow the CoCounsel footprint and retain existing customers.

Retention & Renewals

- Proactively manage the renewal book for existing CoCounsel small law customers, identifying churn risk early and building retention plays.
- Identify upsell and cross-sell opportunities (e.g., broader CoCounsel/Westlaw/Practical Law adoption) within the existing base.
- Use usage and engagement data to prioritise at-risk accounts and drive proactive intervention.

Marketing Alignment

- Work in lockstep with Marketing to align campaign timing, messaging, and lead generation with sales capacity and targets.
- Feed market and customer insight back to Marketing to continually refine positioning, particularly around the "compete beyond your size" value proposition.
- Ensure a smooth, closed-loop lead management process from marketing-qualified lead through to closed-won and onboarded customer.

Digital Onboarding & Training

- Champion a digital-first, scalable onboarding experience that gets small firms live and confident with CoCounsel quickly, minimising time-to-value.
- Oversee or coordinate lightweight, self-serve and digitally delivered training resources, recognising that the platform works with existing Thomson Reuters subscriptions to Westlaw and Practical Law, providing immediate access to trusted legal content — no complex setup process or months-long training period required.
- Work with Customer Success/Support functions to ensure onboarding friction is minimised and adoption is tracked as a leading indicator of retention.

Commercial & Operational Excellence

- Maintain accurate and disciplined pipeline data and forecasting within the CRM (e.g. Salesforce), ensuring credit is properly attributed and reporting is reliable.
- Apply consultative, solution-based selling within a fast-paced, high-transaction environment, similar to the discipline required in comparable small law sales functions where reps must manage inbound leads, prospect for new opportunities and consistently apply superior salesmanship to win competitive opportunities.
- Collaborate cross-functionally with Product, Customer Success, Legal, and Finance/Credit teams to ensure smooth deal execution and account handling.

What CoCounsel Offers Small Firms (Market Context for the Role)

Understanding the product's value proposition is essential to this role's success:

- CoCounsel Legal is designed to handle complex, multistep legal work the same way an experienced attorney would — developing the right legal approach, working through each step, and delivering polished work product with citations.
- It is the only legal AI grounded in Westlaw content, Practical Law guidance, and the firm's own documents — so work reflects trusted authority and the way the firm practices.
- For smaller practices specifically, integrating CoCounsel with Westlaw and Practical Law content adds significant value, as solo and small firm lawyers face constant time pressure.

This context matters because it directly supports the "compete beyond your size" narrative the postholder will be expected to sell.

Success Metrics (Suggested KPIs)

- Net new CoCounsel revenue/logo growth within small law segment, England & Wales.
- Retention/renewal rate and reduction in churn among existing small law CoCounsel customers.
- Time-to-value / onboarding completion rate for new customers.
- Pipeline velocity metrics (lead-to-close cycle time, conversion rate by stage).
- Marketing-sourced pipeline contribution and lead conversion rate.

Required Qualifications

- 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
- 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.
- 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.
- 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.
- 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.
- 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.
- Process design: You can build repeatable, scalable sales processes suited to short-cycle, high-transaction selling.
- Stakeholder management: You work effectively with Product, Customer Success, Legal and Finance/Credit teams to make sure deals go through smoothly.
- Communication and influence: You present performance, forecasts and market insight clearly to senior leadership and influence decisions across teams.
- Right to work: You are eligible to work in the UK.

Preferred Qualifications

- 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.
- 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.
- 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.
- 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.
- Partner or channel marketing: Exposure to partner-marketing or channel sales models.
- 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.
- Sales and analytics tools: Familiarity with Outreach, Salesloft, LinkedIn Sales Navigator, Gainsight, or reporting tools like Tableau or Power BI.
- Multi-product selling: Experience growing accounts across a portfolio of related products.
- Degree or equivalent: A degree in business, law or a related subject, or equivalent commercial experience.

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What’s in it For You?

- Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected.
- Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
- Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
- Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
- Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
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