Managing Director, Northeast

We're looking for a Managing Director to win new mid-size and large law firm clients. You'll run complex deals from first conversation to signed contract, selling to CFOs, COOs and billing and finance leaders. You'll also work closely with our technology partners to open doors across their client bases.

• Own the full sales cycle for new mid-size and large law firms, from prospecting and discovery to demos, business cases, negotiation and close.
• Build ROI-driven business cases around working capital, realization, collection speed and cash forecasting.
• Manage multi-stakeholder buying committees and long, consultative sales cycles.
• Work with channel and technology partners on co-selling, joint account planning and partner-sourced referrals.
• Keep an accurate pipeline and forecast in our CRM (Pipedrive).
• Represent Zebraworks at industry events and conferences such as ILTACON, Legalweek, and ALA.
• Share market feedback with product and marketing to shape roadmap and positioning.

• 5+ years of B2B SaaS sales experience, including 3+ years selling into law firms or legal technology.
• A track record of meeting or exceeding quota on six-figure, multi-stakeholder deals.
• Working knowledge of law firm finance: billing, collections, realization, trust accounting and financial management systems (e.g., Aderant, Elite 3E, SurePoint, Intapp).
• The ability to speak credibly with law firm leadership about financial outcomes, not just features.
• Experience with partner or channel selling is a strong plus.
• Comfort using AI tools and explaining them clearly to cautious buyers.
• Self-direction, organization, and energy from building in a growing company.

• A product that delivers measurable financial results clients can see within 90 days.
• A real say in how we grow our go-to-market motion.
• Competitive base plus uncapped commission.