Director of Sales 

Written By Tom Baldwin

About Us 

Entegrata is a fast-growing startup transforming how the legal industry works with data. We design and deliver Azure-based data lakehouses purpose-built for law firms, enabling them to turn complex operational, financial, and matter data into reliable, decision-grade insights. 

The Role:  Director of Sales 

We are hiring a Director of Sales to drive revenue growth through direct customer engagement. You will work opportunities end to end, from initial outreach through close, selling to large law firms and enterprise legal organizations. 

You will collaborate closely with the VP of Sales during onboarding and ramp, gaining context on the product, market, and sales approach, while quickly taking ownership of your own pipeline and deals. 

This is a hands-on role focused on sourcing, advancing, and closing complex enterprise sales that involve sophisticated data capabilities. You will carry a personal revenue target and work closely with Product and Engineering to run technically credible sales conversations and deliver successful outcomes for customers. 

This role is ideal for an experienced enterprise seller who thrives in high-impact deals, and direct involvement with customers. 

Your Responsibilities: 

  • Develop a deep understanding of Entegrata’s customers, product, and the legal industry 

  • Manage existing accounts  

  • Take a proactive, hunter-oriented approach to prospecting by identifying, engaging, and qualifying new prospective clients. 

  • Meet or exceed established minimum weekly prospecting activity requirements (outbound calls, emails, and meetings) 

  • Take full ownership of coordinating all aspects of scheduling and preparing for customer/prospect meetings. From aligning calendars, leading internal preparation calls, and executing the meeting with the prospect, the Director of Sales is responsible for ensuring every phase of the meeting from start to finish. 

  • Partner with the Founder and VP of Sales on existing opportunities while independently pursuing new ones 

  • Run discovery, demos, and executive-level sales conversations 

  • Manage deals from first meeting through contract execution 

  • Maintain thorough CRM hygiene, ensuring pipeline, activities, and deal stages are accurate, current, and consistently updated 

  • Collaborate cross-functionally to support deals and customer success 

  • Consistently achieve revenue targets 

About You 

You are: 

  • High-Activity, Self-Sourced Seller. You are comfortable with a high volume of outbound prospecting and consistently generating your own pipeline. You are disciplined about activity, follow-up, and prioritization, and you understand that sustained outbound effort is required to build momentum in an enterprise sales motion. 

  • Process-aware and outcome-focused. You bring a clear approach to running deals but stay flexible in service of results. 

  • Experienced with complex enterprise sales. You have closed six-figure and larger deals with sophisticated customers and understand how to navigate long sales cycles and multiple stakeholders. 

  • Credible with senior executives. You can engage confidently with C-suite leaders and speak to business impact and outcomes. 

  • Collaborative and pragmatic. You work effectively across functions and take responsibility for moving deals forward. 

  • Technically Credible. You are comfortable selling technically complex products and take the time to truly understand them. You do not need to be an engineer, but you are intellectually curious and able to engage credibly in discussions about data architecture, enabling you to sell with confidence and partner effectively with technical teams. 

Typical Experience 

  • Experience selling technically sophisticated products, such as data, BI analytics 

  • AmLaw / Magic Circle / equivalent experience 

  • Enterprise software sales 

  • C-Suite buyers 

  • Executive presence 

  • Bring Your Own Network 

  • Legal technology, a plus 

90 Day Plan 

 By when will we know you’re on track? 

  • By Week 2: Initial meetings booked with target accounts; consistent outbound activity underway; CRM fully updated with accounts, contacts, and activity 

  • By Day 30: Strong understanding of the product, underlying data architecture, and core use cases, with active opportunities progressing through discovery 

  • By Day 60: Multiple qualified deals progressing through the pipeline 

  • By Day 90: Deals in late-stage negotiation or contracting, with consistent sales momentum 

Benefits:  

  • Competitive start-up salary, and commission.   

  • Flexible work hours and remote work options.   

  • 401k, medical, dental, and vision insurance.   

  • Paid time off and holidays. 

If you are a motivated sales leader and are looking for an exciting new opportunity to apply your enterprise expertise, please apply today with Tom Baldwin, tom.baldwin@entegrata.com. 

 

Tom Baldwin

With 30 years in the legal industry, I've been a trusted advisor in legal data, tech, and knowledge management. Working in, and consulting for, top firms globally, I've shaped data strategy and driven transformative change in the legal industry. As the founder of Entegrata, I specialize in turning data problems into solutions for law firms.

Before founding Entegrata, I consulted with over half of the Am Law 100 as a Partner at Fireman & Company and served as CIO/CKO for renowned Am Law 100 firms Cadwalader, Reed Smith, and Sheppard Mullin. My achievements include being recognized as a Fellow of the College of Law Practice Management and earning a spot on the National Law Journal's list of Business of Law Trailblazers & Pioneers.

My expertise lies in building and leading teams that enhance firm efficiency, profitability, and user experiences. I've achieved success by strategically aligning data, finances, technology, and legal processes. Throughout my career, I've collaborated with diverse teams across international jurisdictions, gaining valuable insights into the inner workings of law firms.

Next

Legal Data Engineer