Head of LegalTech Sales & Growth

Relx Plc; Sandton; On-site; ZAR 1,200,000 - 1,600,000; Full time

Job summary

RELX is seeking a senior leader to drive LexisNexis South Africa’s commercial strategy across private law firms, overseeing Sales Managers, Account Managers and Business Development Managers. You will drive new business, renewals and adoption of Lexis+ AI, Protege and AI-enabled workflows.

The role requires deep knowledge of law firm economics and legal workflows, with a focus on improving research, drafting, productivity and practice efficiency for legal professionals.

Qualifications

• Significant B2B sales leadership experience, ideally in LegalTech, SaaS or workflow solutions.
• Experience leading Sales Managers or multi-layered commercial teams.
• Proven revenue growth through acquisition, retention and account expansion.
• Experience selling to law firms, legal professionals or specialist professional markets.
• Strong pipeline management, forecasting, negotiation and commercial judgement.
• Understanding of law firm economics, legal workflows and stakeholder dynamics.
• Ability to translate AI and technology into customer value.
• Strong coaching, stakeholder engagement and performance management skills.
• Balance immediate revenue delivery with long-term growth.
• Legal qualifications or legal-sector experience are advantageous, but not essential.

Responsibilities

• Develop and execute sales strategies across small, mid-sized and large law firms.
• Own revenue delivery across new business, renewals, account growth and customer adoption.
• Strengthen pipeline quality, forecasting accuracy, deal conversion and retention.
• Lead and develop Sales Managers responsible for Account Managers and Business Development Managers.
• Build consultative selling, legal workflow discovery, negotiation and deal execution.
• Establish performance accountability, coaching and disciplined sales management.
• Drive adoption of Lexis+ AI, Protege, legal research, drafting and workflow solutions.
• Help teams demonstrate customer value through improved lawyer productivity, reduced rework and better client outcomes.
• Promote responsible AI adoption, partnering with Customer Success and Training to improve usage and retention.
• Build relationships with managing partners, practice heads and senior legal stakeholders.
• Identify new business, cross-selling and practice-area expansion opportunities.
• Address adoption barriers, customer concerns and competitive challenges.
• Lead pipeline, renewal, strategic account and performance reviews.
• Collaborate with Product, Marketing, Finance, Operations and Customer Success.
• Share insight on legal market trends, customer needs and AI adoption.

Skills

B2B sales leadership

Sales leadership

Forecasting

Negotiation

Commercial judgement

Stakeholder engagement

Job description

RELX is seeking a senior leader to drive LexisNexis South Africa’s commercial strategy across private law firms, overseeing Sales Managers, Account Managers and Business Development Managers. You will drive new business, renewals and adoption of Lexis+ AI, Protege and AI-enabled workflows.

The role requires deep knowledge of law firm economics and legal workflows, with a focus on improving research, drafting, productivity and practice efficiency for legal professionals.