Shieldpay

Sales

• Lead, coach, and accelerate revenue from our team of Sales Managers by enhancing existing and penetrating new accounts within the legal sector.
• Leverage knowledge of legal client personas to sharpen the team's consultative selling skills, strengthen the overall sales framework, and immediately accelerate sales velocity to hit revenue targets.
• Take ownership of the team's sales revenue target, managing individual quotas, maintaining an accurate pipeline, and reporting performance to senior leadership on a regular basis.
• Establish clear accountability frameworks for Sales Managers, tracking conversion rates across every stage of the sales cycle.
• Act as a senior point of contact for key clients, building strong relationships at decision-maker level to support retention, satisfaction, and upsell.
• Take an active role in complex or high-value deals alongside Sales Managers, supporting at critical stages, joining key client meetings, and helping drive opportunities to close.
• Conduct regular coaching/training sessions and shadow key meetings to coach managers on navigating the complex, consensus-driven needs of law firms.
• Shift the team from transactional selling to value-based consultative selling tailored specifically to legal sector pain points.
• Introduce robust account planning methodologies that enable our Sales Managers to treat law firms as enterprise portfolios rather than single entities.
• Audit the current sales process to identify bottlenecks causing stalled deals in the mid-to-late stages of the pipeline.
• Recruit top tier sales talent, maintain rigorous performance management frameworks (meetings/1:1s/goal setting) to drive accountability, and foster a high-performance culture that actively develops and retains high earning sales managers.
• Work closely with Marketing, Product, and RevOps to ensure the sales team has what it needs, whether that's content, tooling, or strategic alignment, to perform effectively.

Sales Director

Revenue Operations

• You will sit at the heart of our commercial engine, responsible for making sure our revenue teams have the data, processes, and tooling they need to perform at their best.
• This is a hands-on role that spans reporting, systems, and process improvement - you will be the person who turns raw data into clear insight and makes sure nothing falls through the gaps.
• On a day-to-day basis you will own the health and accuracy of HubSpot, ensuring pipeline data, deal ownership, and account status are kept up to date and can be trusted by the business.
• Build and maintain dashboards that give the sales team, the exec, and the board a clear, consistent view of revenue performance, covering pipeline, conversion rates, activity metrics, and forecast accuracy.
• Design and improve the processes that sit between sales, deal delivery, and customer success, identifying where handoffs break down, where data goes missing, and where automation can remove manual effort.
• Triage and qualify inbound leads before they reach the sales team, making sure Sales Managers are spending their time on the right opportunities.
• Lead scoring and qualification framework, continuously refining how inbound and outbound leads are prioritised and routed.
• Working closely with marketing, you will connect campaign performance to pipeline outcomes, helping both teams understand what activity is generating the right opportunities and where investment should be focused.
• You will also support sales forecasting and territory planning, giving the business a clear view of where to concentrate effort and resource to maximise growth.
• Over time you will help define and embed the metrics and KPIs that matter most to the business, building a single source of truth that the whole commercial team can work from.

Sales Director

Revenue Operations Analyst