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.

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.
• Drive new business acquisition while protecting and growing the existing footprint.

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 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.
• 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.
• Oversee or coordinate lightweight, self-serve and digitally delivered training resources.
• Work with Customer Success/Support functions to ensure onboarding friction is minimised and adoption is tracked.

Commercial & Operational Excellence

• Maintain accurate and disciplined pipeline data and forecasting within the CRM.
• Apply consultative, solution-based selling within a fast-paced, high-transaction environment.
• Collaborate cross-functionally with Product, Customer Success, Legal, and Finance/Credit teams to ensure smooth deal execution and account handling.

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.
• Owning a segment or territory target: A proven record of delivering against both new business for a whole segment, territory or team.
• Sales leadership and coaching: Experience leading, coaching or developing sales staff.
• Pipeline and forecasting expertise: Advanced use of Salesforce or a similar CRM.
• Data-driven decision-making: You use funnel metrics and customer usage and engagement data to set priorities.
• Retention strategy: Experience managing a renewal book, designing plans to keep at-risk customers.
• Marketing partnership: Experience working closely with Marketing on demand generation.
• 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.
• Communication and influence: You present performance, forecasts and market insight clearly to senior leadership.
• 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.
• Legal market experience: Experience selling to or working with law firms in England & Wales.
• Legal tech and AI knowledge: Familiarity with Westlaw, Practical Law, LexisNexis or practice management tools.
• Digital onboarding experience: Experience designing or overseeing self-serve, low-touch or product-led onboarding and training programmes.
• Partner or channel marketing: Exposure to partner-marketing or channel sales models.
• Sales enablement: Experience putting a sales methodology into practice.
• Sales and analytics tools: Familiarity with Outreach, Salesloft, LinkedIn Sales Navigator, Gainsight, or reporting tools.
• 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.

What’s in it For You?

• Hybrid Work Model: Flexible hybrid working environment (2-3 days a week in the office).
• Flexibility & Work-Life Balance: Supportive workplace policies designed to help manage personal and professional responsibilities.
• Career Development and Growth: Culture of continuous learning and skill development.
• Industry Competitive Benefits: Comprehensive benefit plans, including flexible vacation, Mental Health Days off, access to Headspace app, retirement savings, tuition reimbursement, and employee incentive programs.
• Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance.
• Social Impact: Opportunities to make an impact in the community with Social Impact Institute, paid volunteer days off, and pro-bono consulting projects.