Client Executive

Handler; California; On-site; USD 120,000 - 190,000; Full time

Benefits offered by this job

Competitive compensation package

Comprehensive benefits

Job summary

Handler, an Atlanta executive search firm, is seeking a Client Executive for California to lead high-impact client development and relationship management. The role is field-based with regular in-person client engagement across the territory and minimal travel outside California.

The ideal candidate will own the full consultative sales cycle, build trusted relationships with attorneys and legal staff, and contribute to a growing California sales team that prioritizes strategic growth and client

Qualifications

• 5+ years of sales experience, with legal-services sales experience strongly preferred.
• Ability to build and sustain relationships with attorneys, paralegals, and legal staff.
• Strong organizational skills, with a proven ability to manage, build, and grow an assigned territory.
• A strategic, resilient approach to sales, persisting through obstacles rather than moving to the next prospect.
• Experience in e-discovery, ESI/document processing, records retrieval, or trial services is a plus.
• Prior experience as a practicing attorney or paralegal transitioning into a sales career is also welcome.

Responsibilities

• Grow revenue within an assigned California territory through new business development and expanding existing law firm relationships.
• Own the full consultative sales cycle, from prospecting through closing, against monthly, quarterly, and annual sales quotas.
• Sell directly and credibly to attorneys, paralegals, and legal staff, building trust across every level of the client relationship.
• Manage pipeline, activity, and account data through Salesforce and NetSuite to drive consistent, measurable results.
• Partner with marketing on lead generation and represent the brand at networking events and industry associations.
• Deliver the high-touch, concierge level of service that reflects the brand's boutique reputation in California.
• Provide ongoing market intelligence and territory insight to inform broader sales strategy and planning.

Skills

Relationship building

Sales experience

Territory management

Organization

Negotiation

Education

Bachelor's degree in Business Administration

Tools

Salesforce

NetSuite

Job description

Handler, an Atlanta executive search firm with a remarkable 49-year legacy, is leading a search for an experienced Client Executive in Californiaon behalf of our Client. This search is being conducted confidentially.

Position: Client Executive — California

Reports To: Vice President of Sales

Direct Reports:

Individual contributor role; no direct reports. Joins a California sales team of ~4, which is being rebuilt and grown

Location: California

field-based, with regular in-person client engagement across the territory; minimal travel outside California.

About the Company

CONFIDENTIAL is a court reporting and deposition solutions provider, known throughout the state for its hands-on, concierge approach to client service and its deep relationships with law firms of all sizes. CONFIDENTIAL operates as a distinct, locally focused brand under CONFIDENTIAL, a national leader in the industry, giving CONFIDENTIAL's team the backing, technology, and reach of a much larger platform while preserving the close personal relationships its clients value. CONFIDENTIAL's broader portfolio also includes complementary brands in complex litigation, trial services, and digital evidence.

Why This Role Matters

This is a high-visibility, leadership-sponsored search tied to a deliberate investment in CONFIDENTIAL's California presence. Leadership is expanding the sales team and moving with urgency to add experienced, relationship-driven talent to a market it views as a priority for growth. The right hire will deepen existing client relationships while capturing new business across a competitive, fast-moving California legal services market.

The Ideal Candidate

A seasoned legal-services sales professional who builds trusted relationships with attorneys, paralegals, and legal staff, and knows how to navigate a law firm to find the right decision-maker. Comfortable engaging directly at the attorney level, organized in managing a territory and pipeline, and driven by a strategic, persistent approach to winning and growing business in a competitive California market.

Key Responsibilities:

• Grow revenue within an assigned California territory through new business development and expanding existing law firm relationships
• Own the full consultative sales cycle, from prospecting through closing, against monthly, quarterly, and annual sales quotas
• Sell directly and credibly to attorneys, paralegals, and legal staff, building trust across every level of the client relationship
• Manage pipeline, activity, and account data through Salesforce and NetSuite to drive consistent, measurable results
• Partner with marketing on lead generation and represent the brand at networking events and industry associations
• Deliver the high-touch, concierge level of service that reflects the brand's boutique reputation in California
• Provide ongoing market intelligence and territory insight to inform broader sales strategy and planning

Professional Qualifications

Requirements:

• 5+ years of sales experience, with legal-services sales experience strongly preferred
• Demonstrated ability to build and sustain relationships with attorneys, paralegals, and legal staff
• Strong organizational skills, with a proven ability to manage, build, and grow an assigned territory
• A strategic, resilient approach to sales, persisting through obstacles rather than moving to the next prospect
• Experience in e-discovery, ESI/document processing, records retrieval, or trial services is a plus
• Prior experience as a practicing attorney or paralegal transitioning into a sales career is also welcome

Education

• Bachelor's degree in Business Administration or equivalent preferred, though not required with a strong sales track record

Leadership & Personal Characteristics

• Relationship-Builder – Earns trust quickly and sustains long-term client partnerships
• Self-Aware – Understands their own strengths and how their approach affects others
• Resilient – Works through setbacks with a plan rather than moving to the next prospect
• Organized – Manages a territory and pipeline with discipline and consistency
• Attentive – Stays fully present and responsive to clients and colleagues alike

This team offers the feel of a small, boutique company — close-knit, hands-on, and deeply attentive to clients — while backed by the resources, technology, and reach of a much larger platform. Leadership values strategic thinkers who build genuine relationships rather than transactional sellers. It's a fast-paced, collaborative environment where accountability and follow-through matter, and where a motivated salesperson has real room to grow their book of business.

CONFIDENTIAL offers a competitive compensation package including base salary, commission, and comprehensive benefits.