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About the Role
Factor is seeking a Sales Lead to build and scale the market for its AI Enablement offerings. This role involves leading a sales pod, developing and closing opportunities with senior stakeholders, and creating the go-to-market strategy, messaging, and sales playbook for a rapidly growing business segment.
Responsibilities
- Build and lead a small sales pod of early-career sellers.
- Design and execute a modern, high-velocity GTM motion across targeted outreach, events, referrals, account-based campaigns, executive networks, BDR-style motions, and marketing-led demand.
- Sell Factor’s AI Enablement offering as a practical, repeatable journey for legal transformation, anchored in productized solutions including our award-winning Sensemaker Academy.
- Build the sales playbook: messaging, outreach, demos, qualification, pitch materials, proposals, enablement content, and coaching rhythms.
- Bring buyer feedback back into the business to improve packaging, positioning, product modules, demos, and go-to-market strategy.
- Own both individual contribution and pod-level outcomes as the team scales.
Requirements
- 6–8+ years of B2B sales, commercial, or client development experience.
- High energy, commercial drive, and a track record of overperformance.
- Fluency in modern sales motions, including account-based selling, BDR/SDR collaboration, marketing-led demand, sales technology, CRM discipline, and tech-enabled pipeline management.
- Strong consultative selling, executive communication, and storytelling skills.
- Experience coaching, motivating, mentoring, or informally leading junior commercial talent.
- Comfort building structure in an ambiguous or early-stage sales environment.
- Interest in AI, legal transformation, contracting, and emerging technology categories.
- Experience selling to legal, legal operations, procurement, compliance, or other enterprise functions is strongly preferred.
Skills
- AI
- Legal Transformation
- Contracting
- Emerging Technology
- B2B Sales
- Commercial Sales
- Client Development
- Account-Based Selling
- BDR/SDR Collaboration
- Marketing-Led Demand
- Sales Technology
- CRM
- Pipeline Management
- Consultative Selling
- Executive Communication
- Storytelling
- Coaching
- Mentoring
- Sales Playbook Development
- Go-to-Market Strategy
Experience Level
- 6-8+ years of B2B sales, commercial, or client development experience
About the Company
- Factor is the leader in AI-integrated law, helping corporate legal departments transform how complex legal work gets done.
- We combine legal expertise, process discipline, technology, and business integration to help clients deliver complex transactional work at scale.
- Our clients include Fortune 500 companies across financial services, pharmaceuticals, technology, and other highly regulated industries.