Senior Director, Business Development – CLM

Accountabilities:

• • Revenue Ownership: Own sales targets and revenue growth for CLM implementation, migration, contract abstraction, managed services, and AI-enabled contract services.
  • Pipeline Generation: Build and maintain a strong qualified pipeline through outbound prospecting, partner channels, networking, industry events, conferences, and market development activities.
  • Enterprise Relationship Management: Establish and strengthen relationships with senior stakeholders across legal, procurement, contract operations, and legal operations, including General Counsels, Legal Operations leaders, and Chief Procurement Officers.
  • End-to-End Sales Leadership: Manage the complete deal lifecycle, from opportunity qualification and discovery through solution development, proposal creation, pricing, negotiation, and contract close.
  • Partner Development: Build strategic relationships with CLM platform providers and consulting organizations, including platforms such as Ironclad, Agiloft, Sirion, and Icertis, with the goal of increasing lead flow and market opportunities.
  • Market Representation: Represent CLM services at relevant industry conferences, events, partner roadshows, and networking forums to strengthen market presence and generate new opportunities.
  • Go-to-Market Strategy: Collaborate with marketing, delivery, and partnerships teams to refine positioning, identify market opportunities, and strengthen CLM go-to-market initiatives.
  • Forecasting & Reporting: Maintain accurate pipeline data, sales forecasts, opportunity updates, and performance reports for senior leadership.
  • Team Leadership: Coach and mentor junior business development and sales professionals, helping them improve commercial execution, client engagement, and pipeline development.
  • Market Expansion: Identify emerging CLM trends, customer needs, and opportunities to expand market share and develop new sources of revenue.

  Requirements:

  • Professional Experience: 10–15+ years of experience in B2B enterprise sales, preferably within legal technology, CLM, SaaS services, managed legal services, or legal process outsourcing.
  • CLM Expertise: Deep understanding of Contract Lifecycle Management platforms and workflows, with experience across solutions such as Ironclad, Agiloft, Sirion, Icertis, or comparable technologies.
  • Sales Performance: Proven track record of consistently meeting or exceeding significant enterprise sales targets, including experience managing annual quotas in the $3M–$10M+ range.
  • Executive Relationships: Established relationships with senior legal and procurement stakeholders, including General Counsels, Legal Operations executives, and Chief Procurement Officers.
  • Commercial Skills: Exceptional presentation, negotiation, consultative selling, commercial structuring, and deal-closing capabilities.
  • Business Development: Demonstrated ability to generate new enterprise business through prospecting, strategic partnerships, events, and relationship-driven selling.
  • Services Expertise: Experience selling CLM implementation, contract migration, abstraction, managed services, or related professional services is strongly preferred.
  • Technology Awareness: Exposure to AI-enabled contract analysis technologies and an understanding of how AI can enhance contract management workflows is a plus.
  • Leadership: Strong ability to influence stakeholders, collaborate across functions, mentor team members, and operate with a high degree of autonomy.
  • Global Mobility: A valid U.S. visa or eligibility to travel to the United States without sponsorship is strongly preferred due to the international travel requirements associated with the role.

  Benefits:

  • Competitive total compensation, including base salary and bonus potential.
  • Compensation aligned with the competitive Indian market, considering geography, experience, labor-market conditions, and business needs.
  • Paid time off, including Casual, Earned, Sick, Special Leave, and holiday allowances.
  • Ongoing learning and professional development opportunities, including training and education reimbursement programs.
  • Remote work environment based in India.
  • Inclusive and diverse workplace that values collaboration, belonging, and individual growth.
  • Access to a global wellness program featuring interactive, engaging, and incentivized wellbeing initiatives.
  • Opportunity to work with a mission-driven, globally distributed team.
  • Significant exposure to the global CLM ecosystem, enterprise clients, strategic partners, and emerging AI-enabled contract technologies.
  • Opportunity to shape commercial strategy and directly influence growth in a rapidly evolving market.