Pod Leader, Strategic Law

Location: NYC area hybrid, or remotely in ET/CT/MT time zone

Reports to: Senior Director, Corporate Sales - Consulting

About the Team:

The Strategic Law team partners with the world’s leading law firms and legal services providers, helping attorneys and legal professionals accelerate research, sharpen client advice, and win and serve clients with faster, better-informed insight into companies, industries, and markets. Within Corporate Sales, our Professional Services organization is responsible for both net new and expansion business, driving new logo acquisition while deepening AlphaSense’s footprint within existing customers. The Strategic pods focus on the largest and most complex law firm logos, building executive-level relationships and driving firm-wide adoption of AlphaSense across practice groups, offices, and regions.

About the Role:

We are looking for an experienced, entrepreneurial, and accomplished strategic sales leader to join our growing Professional Services team as a Pod Leader, Strategic Law. You will lead a pod of two Account Executives while owning a portfolio of AlphaSense’s most strategic law firm accounts. Reporting to the Senior Director, Corporate Sales - Consulting, you will set the strategy, coach and develop your AEs, and lead complex, multi-stakeholder sales cycles that result in six- and seven-figure SaaS partnerships.

As a player-coach, this role combines owning and driving large strategic deals with leading the strategy and execution of your pod and its cross-functional partners. You will build executive-level relationships with partners, practice group leaders, and firm leadership, craft compelling business cases, and guide firms through practice-by-practice and firm-wide deployments of our platform. This is a high-activity, high-accountability role that includes a meaningful volume of personal outbound prospecting into your accounts.

This role offers the opportunity to:

• Partner with managing partners, practice group leaders, and senior decision-makers to shape how law firms use market intelligence to advise and win clients
• Lead firm-wide expansion efforts across multi-office, multi-practice organizations in collaboration with teams across regions and functions
• Build and grow a team while being part of a high-growth, AI-driven SaaS company that is rapidly becoming the standard for market intelligence

Who You Are:

• An Accomplished Sales Leader: You have experience owning a large book of new business and expansion within strategic or major accounts, ideally in law firms, legal services, or other professional services, with a strong track record of overachievement in SaaS using value-based enterprise selling to close six- and seven-figure deals.
• A Player-Coach: You have led, mentored, or formally managed sellers, and you enjoy raising the performance of others through hands-on coaching, deal inspection, and leading by example.
• Strategic Mindset: You co-create a vision with your customers and work backwards from what success looks like to drive growth and customer value.
• Strong Executive Communicator: You influence senior leaders and build champions in partnership-driven organizations, and you can explain complex concepts to audiences from associates and knowledge professionals to managing partners.
• Comfortable with Volume: You operate in environments where consistent outbound activity, including cold calling, is part of your daily rhythm, and you see proactive outreach as core to how you work.
• Account Leader: You inspire and lead cross-functional partners to execute on a greater vision, and you enjoy getting into the details of a deal to find a path to win.
• Hunter: You drive pipeline through your own efforts, in addition to the support of our SDR, Marketing, and Account Management teams.
• Intellectually Curious: You know the right questions to ask and how to uncover business challenges at all levels of an organization.
• Collaborative and Coachable: You are open to feedback, committed to constant improvement, and motivated to build a high-performing, inclusive team culture.

What You’ll Do:

• Lead and develop a pod of two Account Executives, setting clear expectations, coaching on deal strategy, account planning, and executive engagement, and building a bench of future leaders.
• Own strategy and end-to-end sales for a portfolio of strategic law firm accounts, leading practice-by-practice and firm-wide deployments of AlphaSense across offices and regions.
• Create and execute a vision and strategy to align your team and cross-functional partners and grow your pod’s book of business through new logo acquisition, upsell, cross-sell, and new product adoption.
• Build executive-level relationships with partners, practice group leaders, and senior decision-makers, and support your AEs on the most complex, high-value deals.
• Become an industry expert on law firm buying dynamics, use cases across practice groups, competitive landscape, and product differentiation.
• Drive pipeline through personal prospecting plus ABM campaigns and prospecting plans built with SDRs and Marketing.
• Forecast accurately using CRM and analytics tools, and help your team build the pipeline needed to meet or exceed quota.
• Partner with Account Management to ensure customer health throughout the contract term and to identify opportunities for expansion and executive relationship building.
• Partner with Talent Acquisition to hire and onboard top-tier Account Executives, and champion a culture of continuous improvement.

Bonus Points:

• Experience selling into Am Law 100 or global law firms, or other legal services providers.
• Experience selling to research professionals in a fast-scaling SaaS environment.