Director, Legal Growth & AdTech Sales Strategy

NACBA; Irving (TX); On-site; USD 200,000 - 250,000; Full time

Job summary

Nexstar Media Group, the nation's largest local broadcasting company, seeks a Director of Legal Sales Strategy in Irving, TX, to lead growth initiatives within the Legal & Professional Services vertical. You will drive revenue by positioning Nexstar's ad tech and marketing solutions to law firms nationwide, lead GTM strategy, and elevate sales teams.

The role requires 7+ years in digital media/SaaS sales with legal focus, and travel up to 50-75%.

Qualifications

• 7+ years of experience in digital media, AdTech, or SaaS sales, with at least 3 years focused on the legal or professional services vertical.
• Deep understanding of law firm marketing strategies, including lead generation, intake optimization, and compliant advertising practices.
• Proven track record of sales leadership in a matrixed, multi-market environment.
• Demonstrated success in sales enablement, go-to-market strategy, and team coaching.
• Strong analytical skills with the ability to translate campaign data into actionable insights and performance improvements.
• Excellent communication, presentation, and client-facing skills, with experience engaging senior stakeholders.
• Willingness to travel up to 50-75% to support key markets and client relationships.

Responsibilities

• Category Ownership: Serve as the national subject matter expert for the Legal vertical, owning category strategy, sales execution, and revenue performance across key legal segments (e.g., personal injury, mass tort, family law, and local practice areas).
• Solution Selling: Position Nexstar's integrated suite of AdTech and marketing solutions-including programmatic, OTT/CTV, search, social, and first-party data activation-to drive client acquisition, case volume, and ROI for law firms.
• Sales Enablement: Develop and deploy vertical-specific playbooks, messaging frameworks, and sales tools tailored to legal marketing use cases (e.g., lead generation, call conversion, brand authority, geographic targeting).
• Coaching & Development: Provide ongoing coaching, joint client engagement, and pipeline oversight to improve seller effectiveness, accelerate deal cycles, and increase close rates within the legal category.
• Positioning & Messaging: Craft compelling, insight-driven narratives aligned with legal advertiser priorities, including cost per case, qualified lead generation, intake efficiency, and competitive conquesting.
• Revenue Growth: Drive measurable revenue expansion within the Legal vertical through both direct account engagement and scalable enablement of local and regional sales teams.
• Partnership Management: Collaborate with internal product teams, data providers, and external partners to enhance Nexstar's legal-specific offerings, including attribution solutions, call tracking, and lead verification tools.
• Market Intelligence: Stay ahead of key industry dynamics, including legal advertising regulations, competitive spend trends, consumer search behavior, and emerging client acquisition channels.

Skills

Sales leadership

Go-to-market strategy

Team coaching

Analytical skills

Client-facing skills

Presentation skills

Tools

Salesforce

Job description

Nexstar Media Group, the nation's largest local broadcasting company, seeks a Director of Legal Sales Strategy in Irving, TX, to lead growth initiatives within the Legal & Professional Services vertical. You will drive revenue by positioning Nexstar's ad tech and marketing solutions to law firms nationwide, lead GTM strategy, and elevate sales teams.

The role requires 7+ years in digital media/SaaS sales with legal focus, and travel up to 50-75%.