Regional Vice President, Sales - Legal IT Infrastructure

IST Management; Florida; Remote; USD 225,000 - 325,000; Full time

Benefits offered by this job

Medical, Dental, Vision

Bonus incentives

7 paid holidays and 23 days PTO

Job summary

IST Management is seeking a Regional Vice President, Sales - Legal IT Infrastructure to lead expansion into the Legal Managed IT Services market. You will pursue contracts with law firms from boutique to AmLaw 200, acting as a strategic consultant on cloud, security, compliance, and AI integration.

Remote role with travel to client sites and industry events. Qualified candidates have 5+ years in B2B tech sales, with MSP, cloud, cybersecurity, or legal SaaS experience, and can close within six

Qualifications

• 5+ years of proven success in B2B technology sales within MSP, cloud, cybersecurity, or legal SaaS.
• Ability to close business within 6 months.
• Deep understanding of legal industry pressures, billable hours, and data sovereignty.
• Confident discussion of IT concepts including VDI, EDR/MDR, and GRC strategies.
• Strong relationship-building across multi-stakeholder sales cycles.
• Excellent presentation and proposal-writing skills; translate tech into business value.
• Authorized to work in the US with appropriate visa/diploma.

Responsibilities

• Pipeline Generation & Full-Cycle Sales targeting law firms.
• Conduct consultative meetings to uncover vulnerabilities and downtime costs.
• Position security offerings (vCISO, SOC 2 readiness) for audits.
• Advise on application ecosystems (DMS like iManage/NetDocuments, PM platforms).
• Engage ILTA ecosystem and sponsorships to generate enterprise leads.
• Promote AI integration services while maintaining client confidentiality.
• Adhere to company and safety standards.

Skills

B2B tech sales

MSP knowledge

Cloud architecture

Cybersecurity

Relationship building

Communication

Education

Diploma or GED

Tools

VDI

EDR/MDR

Microsoft 365 migrations

GRC

Job description

Overview

We are seeking a highly driven Regional Vice President, Sales - Legal IT Infrastructure to partner with our exec team and double-down on our expansion into the Legal Managed IT Services market. In this role, you will be responsible for identifying, pursuing, and closing contracts with law firms ranging from boutique practices to the AmLaw 100 and 200. You will not just be selling traditional IT helpdesk support; you will act as a strategic consultant, positioning our organization as a critical partner in cloud migration, cybersecurity, compliance readiness, and artificial intelligence (AI) integration. Position reports to the VP of Legal IT Infrastructure.

Qualified Candidates

Qualified candidates will have 5+ years of proven success in B2B technology sales, specifically within Managed IT Services (MSP), cloud architecture, cybersecurity, or legal enterprise software (SaaS). Ideal candidates are located in NYC or Boston. Must have confidence in network and ability to close business within 6 months of hire.

About Us

IST Management is a business process outsourcing company. Founded in 1997, we have over 1,800 employees and operations across the U.S. We provide a range of services geared toward litigation and corporate office support including e-Discovery processing and hosting, court reporting, digital forensic collections, managed review, and managed services. IST Management is a Relativity Certified Provider and tool-agnostic. We also provide a full range of facilities management and office services. We’ve been recognized as one of the fastest-growing companies in the U.S. as a winner of the Nation’s Best & Brightest Companies to Work For, as well as the HR Professional Excellence Award from the Society for Human Resource Management. We are proud to belong to the Military Spouse Employment Partnership through our nation’s Department of Defense and have committed to Hiring Our Heroes’ mission to hire 100,000 active and former service members. IST Management has also been included in the INC 5000 list! Check us out at istmanagement.com for more information.

Compensation

Competitive base salary + uncapped commission

3% on equipment sales revenue

5% on services sales revenue

OTE Y1 225K+

Benefits

Medical, Dental, Vision, STD, LTD, Life, 401k, Bonus incentives, Seven paid holidays and 23 days of Paid Time Off (PTO) per year accrued at a rate of 3.54 hours/wk

This is a full-time remote role, but with travel expectations for establishing and maintaining client relationships - including air travel. This is an outside sales position.

Responsibilities

• Pipeline Generation & Full-Cycle Sales: Prospect and secure new business by targeting law firm Managing Partners, Chief Operating Officers (COOs), and IT Directors who require enterprise-grade IT infrastructure and white-glove service desk support.
• Strategic Needs Assessment: Conduct consultative sales meetings to uncover a firm's vulnerabilities, focusing on the high cost of operational downtime, remote work infrastructure, and the necessity of rapid ticket resolution.
• Compliance & Cybersecurity Positioning: Articulate the value of our robust security offerings, positioning our Virtual Chief Information Security Officer (vCISO) services, SOC 2 readiness, and alignment with frameworks like HIPAA, SEC, and CMMC to help law firms pass stringent corporate client audits.
• Application Ecosystem Consulting: Speak fluently about the legal software ecosystem, successfully conveying our ability to manage and integrate core business applications like Document Management Systems (iManage, NetDocuments) and Practice Management platforms (Elite 3E, Clio, Aderant).
• Industry Networking & Thought Leadership: Actively participate in the International Legal Technology Association (ILTA) ecosystem, leveraging business partner sponsorships, attending ILTACON, and engaging with the community to generate enterprise leads and build institutional credibility.
• AI Integration Advisory: Capitalize on the legal industry's transition toward generative AI by selling our services as a secure, ethically compliant conduit for integrating AI agents into a firm's existing data environment without compromising client confidentiality.
• Adhere to all company and safety standards

Required Qualifications

• Experience: 5+ years of proven success in B2B technology sales, specifically within Managed IT Services (MSP), cloud architecture, cybersecurity, or legal enterprise software (SaaS). Ability to close business within first 6 months of employment.
• Industry Knowledge: Deep understanding of the legal industry's unique operational pressures, including the billable hour model, ethical obligations regarding data sovereignty, and the specific demands of litigation timelines
• Technical Fluency: Ability to confidently discuss complex IT concepts, including Virtual Desktop Infrastructure (VDI), Endpoint Detection and Response (EDR/MDR), Microsoft 365 migrations, and Governance, Risk, and Compliance (GRC) strategies
• Relationship Building: Demonstrated ability to navigate complex, multi-stakeholder sales cycles that involve highly skeptical and analytical decision-makers
• Communication: Exceptional presentation and proposal-writing skills, capable of translating highly technical IT infrastructure benefits into clear, risk-mitigating business outcomes for legal executives
• Legal Authorization to work for any employer in the US; diploma or GED

Preferred Qualifications

• Existing network of contacts within law firm administration or the Association of Legal Administrators (ALA)
• Familiarity with the specific pain points of legacy legal software and on-premise server migrations

Accommodations

IST Management provides reasonable accommodations to individuals with a disability in accordance with applicable law in both the application and employment stages. If you require any accommodation in completing your application for employment, please let us know by informing our Talent Acquisition team at [e-mail].

Please respect individuals reaching out for accommodations by utilizing the contact information only for this purpose. You will receive correspondence directly from your local IST Management hiring team regarding your application submission and status after submission.

Equal Opportunity Employer

IST is an Equal Opportunity Employer (EOE). We are committed to providing equal employment opportunities to all qualified applicants, regardless of disability or veteran status.