Director of Growth

Responsibilities

• You will directly manage: Enterprise Growth Executives responsible for sourcing and closing new law firm partnerships; Growth Managers responsible for retaining and expanding existing client relationships
• This is a hands-on commercial leadership role. You will own new revenue, retained revenue, and expansion revenue while coaching the people responsible for each.
• Sales Performance: You will lead the Enterprise Growth Executive team and own: Collected new-partner revenue; Team and individual quota attainment; Pipeline quality and coverage; Sales forecasting; Target-account strategy; Deal qualification and strategy; Call coaching and performance development; Hiring, onboarding, and performance management; Consistent execution of Quintessa’s sales process
• A deal does not count as Closed Won until payment has been collected.
• Client Retention and Expansion: You will lead the Growth Managers responsible for managing multimillion-dollar client portfolios; Growth Managers act as the CEO of their assigned books of business. You will hold them accountable for: Gross and net revenue retention; Client health and satisfaction; Executive-level client relationships; Monthly and quarterly business reviews; At-risk account plans; Budget increases and fund additions; New market and state expansions; Documented 90-day client growth plans; Expansion pipeline and forecasting; Retention is not customer service. Growth Managers are expected to identify risk early, lead difficult client conversations, and coordinate the right internal resources before an account is lost; Expansion should be proactive. Your team should not wait for clients to ask about growing.
• The Sales-to-Growth Handoff: You will ensure every newly closed partnership moves into Growth Management with a clear understanding of: The client’s goals and expectations; Markets and investment levels discussed; Key decision-makers; Intake capacity and operational readiness; Commitments made during the sales process; Known risks; Future expansion opportunities; The quality of the handoff is part of the quality of the sale.
• Team Leadership: You will directly coach and manage both teams through: Weekly one-on-ones; Pipeline and account reviews; Call reviews; Deal and client strategy; Clear performance scorecards; Individual development plans; Direct management of underperformance; Hiring and onboarding; Consistent CRM expectations; You should know where the number is coming from, where it is at risk, and what your team is doing next.
• How Success Will Be Measured: You will be measured on: Collected new-partner revenue; Sales team quota attainment; Gross revenue retention; Net revenue retention; Collected expansion revenue; Client retention; Sales and expansion forecast accuracy; Pipeline coverage and conversion; Growth Manager portfolio performance; CRM and documentation compliance

Requirements

• Eight or more years of experience in sales, account management, client success, business development, or revenue leadership
• At least three years of direct people-management experience
• Proven experience leading a team responsible for a meaningful revenue target
• Direct experience with client retention, expansion, renewals, or account growth
• Experience coaching sales and executive-level client conversations
• Experience managing high-value or multimillion-dollar client Relationships
• Strong forecasting and pipeline-management discipline
• Experience hiring, onboarding, and managing performance
• Strong analytical, communication, and presentation skills
• CRM experience; HubSpot is preferred

Preferred

• High-ticket B2B services but with a fast close cycle
• Performance marketing, lead generation, or client acquisition
• Legal services or professional services
• Recurring-revenue client relationships
• Selling to founders, managing partners, or owner-operated businesses
• Managing both sales and account-management teams
• Legal-industry experience is helpful but not required.

Benefits

• - Health insurance
• - Dental insurance
• - Vision insurance
• - Life insurance
• - Paid time off