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Head of Sales - IFLR (New York, USA)

About us

Legal Benchmarking Group delivers high-impact research, rankings, insights, awards, and events for global law and tax advisory firms. The business is home to a portfolio of widely recognized brands across the intellectual property, tax, litigation, and financial & corporate legal markets. Its strategic focus is to provide products that support clients’ business development workflows through trusted data and insights.

Job Purpose

We are seeking an experienced and ambitious Head of Sales to drive client acquisition and grow our recurring revenue base. The ideal candidate will be passionate about B2B sales—particularly in the legal or professional services sector - and excel in a consultative, target-driven environment.

This role will manage a team of three Business Development Managers and a portfolio of clients and prospects, with clear monthly and annual targets for annual recurring revenue (ARR) and event-related revenues.

The role is responsible for forecasting, pipeline management, resource allocation, and IFLRs overall go to market strategy. Leading the sales process across IFLR portfolio using a solutions-based approach to deliver value and secure sustainable revenues.

The role is based in New York and reports directly to the Commercial Director.

KEY RESPONSIBILITIES

• Identify and converting new business opportunities focused on ARR growth.
• Oversee account management of IFLRs existing ARR book of business in the Americas.
• Grow revenue across IFLR Awards portfolios.
• Management of an international team of Business Development Managers (London and Hong Kong).
• Engage regularly with prospects to understand their business development needs and recommend tailored solutions.
• Proactively prospect through networking, marketing lead generation campaigns, and cold outreach.
• Collaborate with Analysts, Insight (Editorial), and Marketing to launch new revenue streams and win new logos.
• Maintain a real-time sales pipeline in CRM, including tracking upsell, renewals, and lost opportunities.
• Report and forecast sales progress accurately to senior management.
• Lead Provide feedback from the market to inform product and marketing strategy.
  
  

  Skills, Experience & Attributes

  Required Experience & Competencies:

• 5+ years of B2B sales experience—preferably in subscriptions, SaaS, data, or insights products.
• Sales team management.
• Track record of exceeding sales targets in a consultative selling environment.
• Strong commercial acumen and negotiation skills.
• Excellent verbal, written, and virtual presentation skills.
• Proficiency with Salesforce or similar CRM tools.
• Ability to work independently and remotely while contributing to a global team.
• High level of professionalism when engaging with senior-level decision makers.
  
  

  Preferred Attributes:

• Entrepreneurial mindset and a proactive, tenacious sales approach.
• Experience working with legal departments or professional services firms is highly desirable.
• Exceptional time management and organisational skills.
• Experience selling ARR subscription products.
• Experience selling awards/event-related products (e.g., table packages, sponsorship, amplification services).
• Confident in leading negotiations and finalising sales agreements.
• Familiarity with performance-based reporting, and accurate forecasting.
• Willingness to travel internationally - typically four trips per year.
• Proficiency with Spanish would be beneficial, but not essential.
  
  
  We offer a competitive compensation package which empowers our employees to thrive both professionally and personally. Our benefits package includes medical, dental and vision coverage, employer matching retirement plan, flexible work arrangements, vacation time & paid holidays, tuition reimbursement & learning resources.
  
  Legal Benchmarking Group provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, colour, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.