Full posting
Zipliens is a leading lien resolution company that specializes in streamlining the lien process for personal injury law firms. We are looking for proactive, results-driven individuals to join our dynamic team.
Zipliens is building a formal sales leadership seat to sit above and manage our Account Executive, Partnerships, and Sales Development functions. This is a foundational sales leadership hire — you'll be the first person to own the full sales motion end-to-end at Zipliens, with real latitude to build the structure, process, and team from the ground up. This is a hands-on, builder's seat, not a purely strategic one.
You will manage the leaders and individual contributors across the sales org, own the end-to-end sales forecast, and newly establish a traditional sales development practice. You will report to the CCO and partner closely with functional leadership peers to align sales, marketing, customer success, lien resolution operations, product, and revenue planning. You’ll lead the department growth strategy with autonomy to hire and restructure roles and reporting lines further as targets and team capacity become clearer.
Requirements
Responsibilities:
Sales Leadership & Team Management
- Team Management: Manage and coach the Account Executive, Partnerships, and [outbound] Sales Development functions, whether through direct reports or function leads as the team scales.
- Hiring & Ramp: Hire, onboard, and ramp new sales talent as the team grows, and set individual and team quotas.
- Sales Development Build-Out: Build a more established, traditional sales development (SDR/BDR) motion focused on outbound prospecting and qualification, distinct from the relationship-management-oriented hybrid roles Zipliens has used in the past, and complementary to inbound/demand gen as facilitated by Marketing.
Revenue Strategy & Forecasting
- Forecast Ownership: Own the full sales forecast and pipeline health across Account Executive, Partnerships, and Sales Development sourced pipeline.
- Executive Reporting: Report on revenue attainment, pipeline health, and forecast accuracy to executive leadership.
- Quota & Territory Planning: Set lead/opportunity routing, quotas, territories, and/or segment coverage (Single Event and Mass Tort) across the sales team.
Sales Process & Systems
- Playbook Ownership: Own the sales playbook, stage definitions, and forecasting methodology across the full sales organization. Partner with marketing on battlecards, demo collateral and other enablement.
- CRM & Sales Hub: Own HubSpot Sales Hub process design and data discipline across all sales functions.
Cross-Functional Alignment
- Marketing Partnership: Partner with the Director of Marketing on lead handoff SLAs, account-based marketing alignment, event strategy, and campaign feedback.
- Customer Success Partnership: Partner with the Chief Customer Officer and Customer Success team on smooth post-sale handoff and expansion signals from existing accounts.
- Finance Partnership: Partner with Finance on revenue forecasting, quota planning, and compensation design for the sales team.
Talent & Org Development
- Career Pathing: Define clear career paths across Sales Development, Account Executive, and Partnerships roles.
- Active Coaching: Coach direct reports on deal strategy, pipeline management, and professional growth. Beyond 1-1’s, dedicated pipeline reviews and call recording/game film analysis are table stakes.
Qualifications:
- 5-7 years of B2B sales experience, including at least 2 years directly managing a team of quota-carrying sales professionals.
- Experience managing multiple sales functions (e.g., Account Executives, SDR/BDR, or Partnerships) is a strong plus, though this may be a first step into that broader scope.
- Background in legal services, legal tech, or another relationship-driven B2B services/SaaS is a plus.
- Strong forecasting, pipeline management, and CRM discipline (HubSpot or similar).
- You’re driven to keep your rep’s calendars full, and bring data-driven performance analysis to the leadership table.
- Comfortable operating cross-functionally with your stakeholders and collaborators.
- Willingness to travel as needed for team, partner, and customer engagement.
Benefits
- Private Health Care Plan (Medical, Dental & Vision)
- Company HSA contributions for HDHP participants
- Flexible Spending Accounts (Health & Dependent Care)
- Company-Paid Short-Term Disability Coverage
- Voluntary Long-Term Disability, Life, AD&D, and Supplemental Coverage Options
- 401(k) Plan with Company Match
- Paid Time Off (Vacation, Sick Time & Select Holidays)
- Paid Maternity & Paternity Leave
- Remote-First Work Environment (Flexible Work from Home)
Pay Disclosure: The total base salary range for this role is $162,000 - 243,000 annually, with opportunity for a discretionary bonus. Final compensation will be determined based on skills and experience.
Work Authorization: Applicants must be authorized to work in the United States without the need for employer-sponsored visa support now or in the future.