Director, Legal Sales Strategy

NAB Leadership Foundation; Irving (TX); On-site; USD 200,000 - 250,000; Full time

Job summary

Nexstar Media Group seeks a strategic Director, Legal Sales Strategy to lead growth initiatives in the Legal & Professional Services vertical. Drive revenue across digital, linear, and AdTech platforms for law firms nationwide, defining go-to-market and enabling sales teams.

The role requires ownership of category strategy, solution selling, and strong collaboration with product and partners to optimize lead generation, intake efficiency, and ROI. Travel up to 75% is expected.

Qualifications

• 7+ years of experience in digital media, AdTech, or SaaS sales with focus on legal or professional services.
• Deep understanding of law firm marketing strategies, lead generation, intake optimization, and compliant advertising.
• Proven track record of sales leadership in a matrixed, multi-market environment.
• Experience with sales enablement, go-to-market strategy, and team coaching.
• Strong analytical, communication, and client-facing skills; willing to travel 50–75%.

Responsibilities

• Category ownership as national SME for the Legal vertical, owning strategy and revenue.
• Position Nexstar's AdTech and marketing solutions to drive client acquisition and ROI for lawyers.
• Develop vertical-specific playbooks, messaging, and sales tools for legal use cases.
• Provide coaching and pipeline oversight to improve seller effectiveness and close rates.
• Craft compelling narratives aligned with advertiser priorities and outcomes.
• Drive revenue growth through direct accounts and enablement of local/regional teams.
• Collaborate with product, data providers, and partners to enhance offerings.
• Stay ahead of industry dynamics like regulations, spend trends, and channels.

Skills

Digital media sales

AdTech

SaaS sales

Sales leadership

Market strategy

Analytical skills

Communication

Travel readiness

CRM proficiency

Tools

Salesforce

Job description

Position Overview

Nexstar Media Group, the nation's largest local broadcasting company and a leading digital media organization, is seeking a strategic, results-driven Director, Legal Sales Strategy to lead growth initiatives within the Legal & Professional Services vertical .

This role is responsible for driving revenue by positioning Nexstar's full suite of advertising, marketing, and data-driven solutions-across digital, linear, and advanced AdTech platforms-to law firms and legal service providers nationwide. This leader will define and execute a best-in-class go-to-market strategy, enable and elevate sales teams, and deliver high-impact solutions aligned to the unique client acquisition challenges of the legal industry.

Key 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.

Required 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.

Preferred Qualifications

• Experience selling into personal injury, mass tort, or high-volume consumer legal categories.
• Familiarity with legal marketing tools and platforms (e.g., call tracking, case management integrations, lead attribution systems).
• Understanding of legal advertising compliance and regulatory considerations (e.g., state bar guidelines).
• Proficiency with Salesforce or similar CRM systems.

Salary Range - $200-250K