Sales Manager (Account Executive, SMB)

Clio - Cloud-Based Legal Technology; Old Toronto; Hybrid; CAD 71,000 - 107,000; Full time

Job summary

Join a transformative company as a Sales Manager, where you will lead a dynamic team dedicated to enhancing the legal experience for firms. In this pivotal role, you will mentor and empower your team, driving growth through innovative sales strategies and effective territory management. Collaborate with cross-functional teams to deliver tailored solutions and achieve ambitious revenue targets. With a focus on professional development and a commitment to diversity, this position offers a unique opportunity to make a meaningful impact in the legal technology space. If you are passionate about leadership and sales in a high-growth environment, this role is perfect for you.

Benefits

Top-tier health benefits

Dental and vision insurance

Flexible time off policy

$2000 annual counseling benefit

RRSP matching

Clioversary recognition program

Qualifications

• 3+ years of sales management experience with proven success.
• Strong consultative sales approach with a competitive mindset.

Responsibilities

• Lead and mentor the SMB Account Executive team to drive performance.
• Guide territory planning and strategic deal support for key accounts.

Skills

Sales Management

Team Leadership

Consultative Sales

Territory Planning

Data Analysis

Sales Tools Proficiency

Cross-functional Collaboration

Education

Bachelor's Degree

Tools

Salesforce

SalesLoft

ZoomInfo

Sales Navigator

Gong

Job description

Sales Manager (Account Executive, SMB)

Sales Manager (Account Executive, SMB)

Apply locations Toronto time type Full time posted on Posted 7 Days Ago job requisition id BF-REQ-2833

Clio is more than just a tech company–we are a global leader that is transforming the legal experience for all by bettering the lives of legal professionals while increasing access to justice.

Summary:

We are currently seeking a Sales Manager to head up one of our Account Executive teams. This role is available in Toronto.

Who You Are:

As a Sales Manager, you will play a crucial role in driving Clio’s growth by mentoring and empowering your team to successfully engage prospective law firms with Clio’s suite of legal software solutions. You will leverage your leadership skills to implement best practices, optimize sales strategies, and support your AEs in managing and activating their territories within your region, balancing both inbound and outbound opportunities to maximize growth.

What Your Team Does:

Our SMB Account Executive team is rapidly growing and committed to driving Clio’s value for law firms. They manage a diverse pipeline, conduct impactful discovery calls, deliver tailored product demonstrations, and support technical evaluations while addressing complex business needs in the legal space. By collaborating with Solution Engineers, Channel Partners, BDRs, Marketing, and other cross-functional teams, they create customized solutions for clients. This team embodies a high-performance culture, working collaboratively to drive Clio’s mission of providing the #1 cloud-based solution for SMB law firms.

What You’ll Work On:

1. Daily management and mentorship of the SMB Account Executive team: Lead, coach, and support your team to drive performance and achieve sales goals.
2. Hire, motivate, and develop talent: Recruit, onboard, and train Account Executives to meet headcount needs, enhance productivity, and drive skills development.
3. Deliver on monthly, quarterly, and annual MRR targets: Ensure consistent revenue attainment through effective leadership and territory planning.
4. Territory planning and strategic deal support: Guide your team in managing assigned regions, advising on complex deals, and assisting with negotiations to secure key accounts.
5. Maintain data accuracy and forecasting: Use Salesforce and additional tools to ensure data reliability, provide forecasting insights, and support leadership with actionable information.
6. Drive outbound pipeline generation: Collaborate with your team to grow top-of-funnel opportunities through targeted outreach.
7. Hold team accountable to KPIs and metrics: Set clear performance goals and ensure team members meet key sales metrics.
8. Cross-functional collaboration: Partner with Solution Engineering, Business Development, Marketing, Customer Success, Partnerships, Enablement, Product, and other teams to align strategies and drive the SMB segment’s success.
9. Effective use of sales tools: Ensure team proficiency in tools like Salesforce, SalesLoft, ScratchPad, ZoomInfo, Sales Navigator, Gong, and more for tracking and productivity.
10. Continuous improvement and innovation: Identify improvement areas, run pilot projects, and implement new strategies to elevate team performance.
11. Lead by example: Model best practices in sales management, time management, and strategic alignment with company goals.

What You May Have:

1. Proven success as a top-performing sales professional and team leader: Demonstrated ability to drive team success in a high-velocity, growth environment.
2. 3+ years of sales management experience: Skilled in developing high-performance teams through coaching, regular 1:1s, and targeted training.
3. Strong consultative sales approach: Experienced in net-new business acquisition, with a track record in both inbound and outbound sales models.
4. High-growth tech experience: Comfortable in a scaling environment, with a history of achieving results.
5. Commitment to developing others: Able to inspire, coach, and develop a diverse team of AEs.
6. Exceptional communication and organizational skills: Skilled at building trust, gaining buy-in, and driving alignment with internal teams and partners.
7. Competitive mindset: Results-oriented, motivated to exceed goals and elevate team performance.

What you will find here:

Compensation is one of the main components of Clio’s Total Rewards Program. We have developed a series of programs and processes to ensure we are creating fair and competitive pay practices that form the foundation of our human and high-performing culture.

Some highlights of our Total Rewards program include:

1. Competitive, equitable salary with top-tier health benefits, dental, and vision insurance.
2. Hybrid work environment, with expectation for local Clions (Vancouver, Calgary, Toronto, and Dublin) to be in office min. once per week on our Anchor Day.
3. Flexible time off policy, with an encouraged 20 days off per year.
4. $2000 annual counseling benefit.
5. RRSP matching and RESP contribution.
6. Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years.

The full salary range for this role is $71,100 to $88,900 to $106,700 CAD and the full commission range is $71,100 to $88,900 to $106,700 CAD. The opportunity to earn commissions beyond the stated amounts are possible as commission earnings are uncapped.

We aim to hire all candidates between the minimum and the midpoint of the full salary range. We reserve the midpoint to the maximum of the salary band for internal employees who demonstrate sustained high performance and impact at Clio. The final offer amount for this role will be dependent on individual experience and skillset of the candidate.

Diversity, Inclusion, Belonging and Equity (DIBE) & Accessibility

Our team shows up as their authentic selves, and are united by our mission. We are dedicated to diversity, equity and inclusion. We pride ourselves in building and fostering an environment where our teams feel included, valued, and enabled to do the best work of their careers, wherever they choose to log in from. We believe that different perspectives, skills, backgrounds, and experiences result in higher-performing teams and better innovation. We are committed to equal employment and we encourage candidates from all backgrounds to apply.

Clio provides accessibility accommodations during the recruitment process. Should you require any accommodation, please let us know and we will work with you to meet your needs.

Learn more about our culture at clio.com/careers.

At Clio, we are on a mission to transform the legal experience for all. As the world's leading provider of cloud-based legal software, we provide lawyers with low-barrier, affordable solutions to manage and grow their firms more effectively, more profitably, and with better client experiences. Through the cloud, we believe that we can help create a more inclusive legal community and a more equitable legal system.

This is a historic moment in the growth of legal technology! As the first legal practice management unicorn globally, and one of only a handful of Canadian unicorns, this is only the beginning.

If you’ve ever wanted to do the best work of your career, while having a meaningful impact in the lives of others, then Clio is the place for you.