Connector Development Manager - Federal

Filevine; Washington (District of Columbia); On-site; USD 120,000 - 163,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

Competitive Pay

Maternity Leave

Paternity Leave

Short-term Disability

Long-term Disability

Company swag

Job summary

Filevine is seeking a Connector Manager to lead a team of Connector Development Representatives, drive sourcing strategies, and manage high-value agency relationships in the federal market.

You will own performance, nurture connectors, and ensure opportunities flow to Filevine’s sales, marketing, and product teams. Strong CRM skills and strategic thinking are essential.

Qualifications

• 5+ years in recruiting, partnerships, business development, or a customer-facing role.
• Proven ability to identify and manage partner or connector relationships toward production.
• Experience coaching a team toward targets and improving output.
• Strong understanding of relationship-driven sales motions to build pipeline.
• Familiarity with the federal environment or ability to ramp quickly.
• Excellent organizational and reporting skills with follow-through.
• Experience using CRM tools (Salesforce preferred) to track activity and pipeline.

Responsibilities

• Manage a team of Connector Development Representatives and direct sourcing toward high-priority agencies and relationships.
• Set targets and territories for CDRs and build a healthy, qualified pipeline of connectors.
• Coach CDRs to improve outreach, qualification, and standardized practices.
• Review connectors and decide which to bring into active production, ensuring a smooth transition from sourcing to management.
• Translate pipeline priorities into clear direction for the team, adjusting focus as needs shift.
• Track and report connector activity, production, and pipeline in CRM tools (Salesforce).
• Leverage events and hospitality to deepen connector relationships and support activation.
• Develop a structured, repeatable motion to keep the connector channel productive and scalable.

Skills

People leadership

Partnerships management

Sales pipeline development

CRM usage

Federal knowledge

Relationship building

Communication skills

Tools

Salesforce

Job description

Filevine is a Legal AI company delivering Legal Operating Intelligence for the future of legal work. Grounded in a singular system of truth, Filevine brings together data, documents, workflows, and teams into one unified platform—where modern legal work happens with clarity and consistency.

Powered by LOIS, the Legal Operating Intelligence System, Filevine connects context across every matter to transform legal operations from reactive to proactive. LOIS reads, understands, and reasons across your data to surface insight, automate complexity, and give professionals the clarity and confidence to see more, know more, and do more. Fueled by a team of exceptional collaborators and innovators, Filevine’s rapid growth has earned AI awards and recognition from Deloitte and Inc. as one of the most innovative and fastest-growing technology companies in the country.

Role Summary

The Filevine Connector motion is built on developing and leveraging direct relationships to generate the highest-quality opportunities. In the federal market, Connectors create access to agencies and mission owners positioned to shape and make purchasing decisions, and deliver those opportunities to the federal sales team.

The Connector Manager sits at the center of that motion. You will manage and direct the Connector Development Representatives (CDRs), targeting their sourcing efforts toward the agencies, roles, and relationships that matter most based on pipeline need and strategic priority. You will also own the Connector relationships themselves once they are developed — evaluating Connector performance, driving the opportunities they produce, and maintaining the relationships over time so they continue to produce. This role operates personally and through your team: you will grow the CDRs' capabilities and outcomes while owning the efficacy of your section of the Connector network, acting as a bridge between Connectors and Filevine's internal sales, marketing, and product teams.

TEAM LEADERSHIP & TARGETING

• Manage a team of Connector Development Representatives, directing their sourcing efforts toward the agencies, roles, and relationships of greatest strategic significance based on pipeline need and priority
• Set targets and territories for the CDRs and hold them accountable for building a healthy, qualified pipeline of prospective Connectors
• Coach and develop your CDRs — growing their capabilities, sharpening their outreach and qualification, and standardizing the practices that work best
• Review the Connectors your CDRs develop and decide which to bring into active production, ensuring a smooth transition from sourcing to management
• Translate Filevine's pipeline priorities into clear direction for the team, adjusting focus as agency needs and opportunities shift

CONNECTOR PORTFOLIO MANAGEMENT

• Evaluate Connector performance against production expectations to improve the quality and volume of the opportunities they source.
• Develop strategy to move Connectors through the process of becoming producing Connectors, and own the efficacy of your section of the Connector network.
• Act as a bridge between Connectors and Filevine's internal sales, marketing, and product teams, ensuring opportunities are identified, advanced, and communicated cleanly.
• Track and report on Connector activity, production, and pipeline in CRM tools (Salesforce), providing clear updates to leadership.
• Leverage events and hospitality — dinners, gatherings, and industry events — to deepen Connector relationships and support activation.
• Develop a structured, repeatable motion that keeps the connector channel producing and scaling without becoming a bottleneck.

Qualifications

• 5+ Experience in recruiting, partnerships, business development, sales, or a customer-facing environment, with a track record of managing people, relationships, or a partner/channel portfolio.
• Proven ability to identify, develop, and manage partner or connector-style relationships and drive them to production.
• Experience directing or coaching a team toward targets — setting priorities, evaluating performance, and improving output.
• Strong understanding of relationship-driven sales motions and how to convert access into pipeline.
• Familiarity with the federal environment — how agencies buy, how relationships open doors, and how opportunities take shape — or the ability to ramp quickly into it.
• Exceptional organizational and reporting skills, with the track record of follow-through and execution.
• Experience using CRM tools (Salesforce preferred) to track relationships, activity, and pipeline.
• Exceptional written and verbal communication skills, with the ability to represent Filevine to senior stakeholders.
• Willingness to travel as needed for Connector meetings and events.

Who You Are

• A team leader — you lead through action and drive your team to deliver, motivating CDRs toward measurable outcomes.
• A relationship builder — you connect quickly with Connectors and stakeholders, instilling trust and maintaining it through delivery.
• A strategic doer — you think creatively about where the pipeline needs to go and direct your team's effort there.
• Organized and detail-oriented — you maintain rigour across your team's pipeline and your own Connector portfolio, and nothing slips through the cracks.
• Proactive and self-directed — you anticipate needs, solve problems before they arise, and execute without constant direction.
• A strong communicator — you have polished verbal, written, and presentation skills and can represent Filevine with executive presence.
• A systems builder — you identify the patterns that work best and turn them into a repeatable motion others can run.

Compensation Information

$120k - $163k+

The base salary range represents the low and high end of the salary range for this position. The total compensation package for this position will be determined by each individual's location, qualifications, education, work experience, skills and performance. We believe in the importance of pay equity - the range listed is just one component of Filevine’s total compensation package for employees. This position is also eligible for a paid time off policy, as well as a comprehensive benefits package.

Cool Company Benefits

• A dynamic, rapidly growing company, focused on helping organizations thrive
• Medical, Dental, & Vision Insurance (for full-time employees)
• Competitive & Fair Pay
• Maternity & paternity leave (for full-time employees)
• Short & long-term disability
• Opportunity to learn from a dedicated leadership team
• Top-of-the-line company swag

Filevine is an Equal Opportunity Employer. Qualifications for employment, promotion and other terms and conditions of employment are based upon the ability to perform the job. Equal-employment opportunities are provided to all applicants and employees without regard to race, creed, religion, color, age, national origin, sex, disability, veteran status, or other legally protected class. Filevine is committed to providing reasonable accommodations for qualified individuals with disabilities. If you need assistance or accommodation due to disability, or if you have concerns related to Filevine’s equal employment opportunities, you may contact us at [e-mail]

Privacy Policy Notice

Filevine will handle your personal information according to what’s outlined in our Privacy Policy. Communication about this opportunity, or any open role at Filevine, will only come from representatives with email addresses using "filevine.com". Other addresses reaching out are not affiliated with Filevine and should not be responded to. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.