Job Title: Sales Manager (SaaS / LegalTech)

Salary:Up to £130,000 base, plus variable bonus (target 50/50 OTE split, flexible depending on experience and expectations)

About the Role

A newly created Sales Manager position within a fast-growing SaaS business that recently acquired a complementary legal SaaS company. This is a pivotal hire to lead and professionalise the sales function of the acquired business, drive new business growth, and establish scalable processes.The role sits within the wider commercial organisation, reporting directly to the CRO. It involves leadership of a small, developing team of sales professionals (currently three) and direct responsibility for personal quota attainment.

Context:

The acquired business provides legal software and managed services and it has grown successfully from a founder-led model but now requires a more structured commercial approach.The incoming Sales Manager will take over leadership of the sales team from one of the founders The challenge - and opportunity - lies in bringing process discipline, sales methodology, and energy into a team that has historically operated without structure.

Key Responsibilities:

• Lead and manage a team of three sales professionals.
• Carry an individual quota, contributing directly to new logo acquisition.
• Define and implement sales processes and reporting structures - pipeline management, forecasting, and performance tracking.
• Collaborate closely with marketing and operations to ensure alignment between lead generation and conversion activity.
• Work with marketing to optimise funnel performance, including channel strategy (e.g. paid search, content, inbound).
• Partner with customer success and account management to identify upsell and cross-sell opportunities within the existing client base (currently c.70 accounts).
• Act as a coach and mentor to the team, bringing structure, positivity, and focus to a group in transition.
• Interface with senior leadership to align sales strategy with broader commercial goals.
• Contribute to defining next year’s sales targets and compensation plans.

What Success Looks Like:

• Establishing a consistent sales process across the team within the first 3-6 months.
• Driving measurable growth in new business acquisition (current average of 5 new logos per quarter).
• Increasing deal velocity.
• Building a confident, motivated sales team with clear performance expectations.

Typical Deal Profile:

Sales cycle: 2–4 months (previously 6–12 months)

Deal value: £20,000–£100,000 ARR on average

Larger enterprise deals: Up to £200,000–£240,000 per year (including managed services components)

Ideal Candidate Profile:

• Proven success in SaaS new business sales (B2B), ideally with exposure to LegalTech, RegTech, GRC, or related fields.
• Experienced sales leader or senior IC ready to step into a player/coach role.
• Strong understanding of sales operations, pipeline management, and forecasting discipline.
• Track record of introducing and embedding sales process and methodology into growing teams.
• Desirable but not required: Experience targeting CFO office, General Counsel or Chief Legal Officer; mid to large corporates
• Capable of managing founder dynamics and leading with diplomacy, empathy, and influence.
• Strategic mindset with hands-on energy; comfortable balancing structure-building with individual selling.
• Comfortable liaising with senior legal and finance stakeholders.