As an Enterprise Account Director, you will drive the growth of Opus 2 solutions within the world’s leading law firms.
You will build and expand strategic relationships within a portfolio of large law firms, identifying high-value opportunities and leading enterprise sales cycles from discovery through to close. This includes expanding existing Opus 2 subscriptions into new case teams, introducing the platform into additional offices where it may already be used in another geography (for example expanding from US offices into the UK or EMEA office).
The majority of opportunities in this role come from identifying new case teams, use cases, or offices within large law firms and expanding Opus 2’s footprint through strategic account development, including introducing new capabilities such as AI into existing client workflows.
In some cases, the role may also involve developing opportunities with firms that are not yet Opus 2 customers, although the primary focus is expanding Opus 2’s footprint within existing strategic accounts.
This role requires a highly proactive enterprise seller who can independently create and progress opportunities and who can take full ownership of progressing deals from initial engagement through to close.
Successful candidates operate with autonomy and pace while managing complex, multi-stakeholder enterprise sales cycles.
Enterprise Account Directors manage the full deal lifecycle while working closely with internal teams across Solutions Consulting, Customer Success, Marketing, Product, and Hearings.
What you'll be doing
- Build trusted relationships with partners, heads of disputes, litigation support teams, and innovation leaders within target firms.
- Develop and execute strategic account plans for a portfolio of top-tier law firms, identifying priority practices, stakeholders, and opportunities for expansion.
- Analyse firm strategy, practice priorities, and market positioning to identify where Opus 2 can deliver the most strategic value.
- Identify and create new opportunities through proactive outreach, relationship development, and internal referrals.
- Lead consultative enterprise sales cycles from discovery through to close.
- Clearly articulate the commercial value of Opus 2 solutions and position them effectively within each client’s workflow and strategic priorities.
- Translate discovery insights and client discussions into clear commercial proposals that anchor Opus 2’s value to the client’s objectives and case needs.
- Maintain deal momentum by defining clear next steps, managing stakeholders, and progressing opportunities at pace.
- Achieve defined sales targets and quota on a monthly, quarterly, and annual basis.
- Collaborate closely with Solutions Consultants, Customer Success, Marketing, and Hearings teams to develop and progress opportunities.
- Maintain disciplined pipeline management and forecasting accuracy within Salesforce.
- Contribute insights from client conversations to inform product development, marketing initiatives, and sales strategy.
- Represent Opus 2 at client meetings, industry events, and marketing initiatives.