Senior Director, Business Development – CLM
Accountabilities: Revenue Ownership: Own sales targets and revenue growth for CLM implementation, migration, contract abstraction, managed services, and AI-enabled contract services.
Pipeline Generation: Build and maintain a strong qualified pipeline through outbound prospecting, partner channels, networking, industry events, conferences, and market development activities.
Enterprise Relationship Management: Establish and strengthen relationships with senior stakeholders across legal, procurement, contract operations, and legal operations, including General Counsels, Legal Operations leaders, and Chief Procurement Officers.
End-to-End Sales Leadership: Manage the complete deal lifecycle, from opportunity qualification and discovery through solution development, proposal creation, pricing, negotiation, and contract close.
Partner Development: Build strategic relationships with CLM platform providers and consulting organizations, including platforms such as Ironclad, Agiloft, Sirion, and Icertis, with the goal of increasing lead flow and market opportunities.
Market Representation: Represent CLM services at relevant industry conferences, events, partner roadshows, and networking forums to strengthen market presence and generate new opportunities.
Go-to-Market Strategy: Collaborate with marketing, delivery, and partnerships teams to refine positioning, identify market opportunities, and strengthen CLM go-to-market initiatives.
Forecasting & Reporting: Maintain accurate pipeline data, sales forecasts, opportunity updates, and performance reports for senior leadership.
Team Leadership: Coach and mentor junior business development and sales professionals, helping them improve commercial execution, client engagement, and pipeline development.
Market Expansion: Identify emerging CLM trends, customer needs, and opportunities to expand market share and develop new sources of revenue.
Requirements:
Professional Experience: 10–15+ years of experience in B2B enterprise sales, preferably within legal technology, CLM, SaaS services, managed legal services, or legal process outsourcing.
CLM Expertise: Deep understanding of Contract Lifecycle Management platforms and workflows, with experience across solutions such as Ironclad, Agiloft, Sirion, Icertis, or comparable technologies.
Sales Performance: Proven track record of consistently meeting or exceeding significant enterprise sales targets, including experience managing annual quotas in the $3M–$10M+ range.
Executive Relationships: Established relationships with senior legal and procurement stakeholders, including General Counsels, Legal Operations executives, and Chief Procurement Officers.
Commercial Skills: Exceptional presentation, negotiation, consultative selling, commercial structuring, and deal-closing capabilities.
Business Development: Demonstrated ability to generate new enterprise business through prospecting, strategic partnerships, events, and relationship-driven selling.
Services Expertise: Experience selling CLM implementation, contract migration, abstraction, managed services, or related professional services is strongly preferred.
Technology Awareness: Exposure to AI-enabled contract analysis technologies and an understanding of how AI can enhance contract management workflows is a plus.
Leadership: Strong ability to influence stakeholders, collaborate across functions, mentor team members, and operate with a high degree of autonomy.
Global Mobility: A valid U.S. visa or eligibility to travel to the United States without sponsorship is strongly preferred due to the international travel requirements associated with the role.
Benefits:
Competitive total compensation, including base salary and bonus potential.
Compensation aligned with the competitive Indian market, considering geography, experience, labor-market conditions, and business needs.
Paid time off, including Casual, Earned, Sick, Special Leave, and holiday allowances.
Ongoing learning and professional development opportunities, including training and education reimbursement programs.
Remote work environment based in India.
Inclusive and diverse workplace that values collaboration, belonging, and individual growth.
Access to a global wellness program featuring interactive, engaging, and incentivized wellbeing initiatives.
Opportunity to work with a mission-driven, globally distributed team.
Significant exposure to the global CLM ecosystem, enterprise clients, strategic partners, and emerging AI-enabled contract technologies.
Opportunity to shape commercial strategy and directly influence growth in a rapidly evolving market.
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