Senior Account Director

Senior Account Director, eDiscovery & Legal Solutions

Location: Remote | Eastern or Central Time Zone preferred
Employment Type: Full-Time

Position Overview

You understand eDiscovery. You know the buyers, the terminology, and the challenges that arise when litigation, data, technology, and people intersect.

Avalon is looking for a Senior Account Director to help grow our eDiscovery and legal solutions business by developing new relationships with law firms and corporate legal departments.

This is a new-business-focused sales role for someone who already understands the legal services market and can confidently engage clients across the eDiscovery lifecycle.

You will not be limited to selling a single platform or solution. Avalon's capabilities include digital forensics and collections, data processing and hosting, managed document review, legal staffing, cybersecurity, and traditional litigation support.

That breadth gives you multiple ways to open a relationship and multiple opportunities to expand it.

We are not requiring someone to arrive with a massive portable book of business. We are looking for someone who understands the market, knows how to create opportunities, and has demonstrated that they can turn relationships into revenue.

What You'll Do

Develop New Business

• Identify and develop new relationships with law firms, corporate legal departments, and other organizations with eDiscovery and litigation-support needs
• Build and maintain a consistent pipeline through outbound prospecting, referrals, LinkedIn, networking, industry events, and existing professional relationships
• Develop relationships with attorneys, litigation support professionals, legal operations teams, information governance professionals, procurement leaders, and technology stakeholders
• Create strategic account plans for targeted law firms and corporate legal departments
• Generate new opportunities rather than relying primarily on inbound leads or inherited accounts

Lead Consultative Client Conversations

• Conduct discovery conversations to understand the legal, technical, financial, and operational challenges behind a client's needs
• Help clients evaluate solutions across the eDiscovery lifecycle
• Identify opportunities involving digital forensics, collections, processing, hosting, managed review, staffing, cybersecurity, and related services
• Develop credibility as a trusted resource rather than simply a service vendor
• Recognize opportunities to expand relationships across Avalon's broader capabilities

Manage the Full Sales Cycle

• Own opportunities from initial prospecting through discovery, solution development, proposal, negotiation, and close
• Partner with Avalon's subject-matter experts to develop solutions appropriate to client requirements
• Coordinate pricing, proposals, Statements of Work, and other commercial documentation
• Navigate multiple stakeholders and longer, consultative sales cycles
• Maintain ownership and momentum throughout the sales process

Manage Pipeline and Revenue

• Build and maintain an active pipeline aligned with individual revenue goals
• Maintain accurate opportunities, activity, and forecasting within the CRM
• Develop realistic forecasts based on opportunity stage and client engagement
• Maintain consistent prospecting and business-development activity
• Meet or exceed established revenue and sales objectives

Expand Client Relationships

• Develop long-term relationships with clients and become familiar with their litigation, data, technology, and staffing needs
• Identify opportunities to expand relationships into additional Avalon services
• Work closely with operations, project management, and technical teams to ensure smooth client transitions and delivery
• Remain engaged after the sale to support client satisfaction and identify future opportunities

Participate in the Market

• Stay informed about developments in eDiscovery, legal technology, artificial intelligence, managed review, digital forensics, and the broader legal services industry
• Participate in conferences, networking events, professional organizations, and client-development activities
• Develop a professional presence through LinkedIn and other industry channels
• Bring client and market intelligence back to Avalon to help shape our go-to-market strategy

What We're Looking For

This role is intended for an experienced legal-services seller who already understands the eDiscovery market.

A strong candidate will typically have:

• Approximately 4-10 years of B2B sales or business-development experience
• Meaningful experience within eDiscovery, legal technology, litigation support, managed document review, digital forensics, legal staffing, or a closely related legal-services environment
• Experience selling to law firms, corporate legal departments, legal operations teams, or similar buyers
• Demonstrated success developing new business through outbound prospecting
• Experience carrying an individual sales or revenue quota
• Experience managing opportunities from prospecting through close
• A working understanding of the eDiscovery lifecycle and the professionals involved in buying these services
• Strong consultative selling and relationship-development skills
• Confidence communicating with attorneys and other senior client stakeholders
• Strong organization, judgment, follow-through, and personal accountability
• Experience using CRM systems to manage pipeline and forecasting

An existing professional network within the legal industry is valuable, but a large portable book of business is not required.

Why Avalon?

Avalon has supported law firms and corporate legal departments for more than 25 years and provides solutions across the litigation lifecycle.

As a Senior Account Director, you will have access to experienced professionals who can support you in complex client conversations involving:

• eDiscovery processing and hosting
• Digital forensics and collections
• Managed document review
• Legal staffing and staff augmentation
• Cybersecurity
• Litigation support and document services

You do not need to be the technical expert in every one of these areas. You need to understand the client's challenge, recognize the opportunity, and know when to bring the right expert into the conversation.

Avalon is investing in growth and building a sales organization that combines strong business development with deep operational and technical expertise.

For an eDiscovery sales professional who wants broader capabilities to bring to clients and the opportunity to build meaningful relationships, this is an opportunity to grow alongside the business.

Compensation

The base salary range for this position depends on experience, qualifications, market, existing industry knowledge, and demonstrated sales capabilities.

This position is also eligible for commission incentive compensation.

Travel

Travel is expected periodically for client meetings, conferences, networking events, and other business-development activities.

Avalon is an equal opportunity employer. We consider qualified applicants without regard to legally protected characteristics.