Director of Sales, HRIS / HCM

Aderant is seeking a Director of Sales for our HRIS/HCM product portfolio.

Aderant is a global industry leading software company providing comprehensive business management solutions for law firms and other professional services organizations with a mission to help them run a better business. We are motivated by a collective desire to drive the legal industry to the forefront of innovation. With over 2,500 clients around the world, including 95 of the top AmLaw 100 firms, we are changing the outside perception of the legal sphere; where there was once resistance to modernization, we are creating a culture that embraces new ideas and technology.

At Aderant, the “A” is more than just a letter. It is a representation of how we fulfill our foundational purpose, serving our clients. It embodies our core values and reminds us that to achieve success, every day must start with the “A”. We bring the “A” to life by fostering a culture of innovation, collaboration, and personal growth. We encourage our diverse teams to bring their whole selves to work – ideas, experience, and passion – to drive our mission forward. Our people are our strength.

Candidate must be flexible and excited about working in a fast-paced environment; have proven communication and organizational skills; and be willing and able to focus on both internal and external customer service to meet business needs. This role requires high energy and is very transaction oriented.  

• Minimum of 7 years of sales leadership experience within the software or SaaS industry, with a proven track record of driving high-performance sales teams and achieving revenue growth.
• Bachelor’s degree in business, Marketing, or a related field; MBA or equivalent advanced degree preferred.
• Expertise in consultative and solution-based selling methodologies, with a deep understanding of customer pain points and how to align product offerings to meet those needs.
• Demonstrated success in managing and developing high-performing teams, with a focus on driving results, motivation, and professional growth within the sales team.
• Proven experience in building and executing sales strategies that lead to significant revenue growth, particularly in highly competitive or regulated industries such as legal or professional services.
• Established network and relationships within the legal industry, HR solutions, or other relevant sectors is highly preferred.
• Ability to cultivate strong relationships with senior executives, including C-level, to influence decision-making processes and drive strategic sales efforts.
• Strong financial acumen and experience in sales forecasting, pipeline management, and understanding of key performance indicators (KPIs) to guide the team towards success.
• Deep understanding of HRIS/HCM solutions and the software sales landscape, with the ability to leverage industry trends to position the company’s products strategically.
• Excellent written, verbal, and interpersonal communication skills with the ability to effectively present to internal and external stakeholders at all levels.
• Ability to thrive in a fast-paced, dynamic environment, with the ability to manage competing priorities and drive focus across teams.
• Experience managing complex sales cycles, negotiating high-value deals, and driving successful close rates.

• Lead and develop a high-performing sales team by mentoring, coaching, and providing the necessary tools to achieve personal and team sales goals. Foster a culture of continuous learning and professional growth.
• Own the sales team's revenue targets and be accountable for their attainment, ensuring that the team meets or exceeds its quotas through effective strategy execution and disciplined sales processes.
• Develop and implement sales strategies that align with the company’s business objectives, ensuring effective prospecting, lead generation, and conversion across key verticals, particularly within HRIS/HCM, legal, and professional services sectors.
• Drive the execution of the sales pipeline by guiding the team in forecasting, opportunity management, and securing key customer accounts.
• Establish clear sales processes, ensuring team adherence to best practices, CRM utilization, and sales methodologies to maximize efficiency and deal conversion rates.
• Collaborate cross-functionally with marketing, product, and customer success teams to ensure seamless execution of the sales strategy and an optimal customer experience from prospecting through to post-sale.
• Lead contract negotiations and support the sales team in structuring complex deals, ensuring alignment with company objectives and profitable outcomes.
• Identify and build strategic partnerships with third-party influencers, channel partners, and industry associations to expand the company’s reach and drive new business opportunities.
• Develop comprehensive sales training programs and enablement tools to ensure the sales team is equipped with the latest product knowledge, market insights, and competitive intelligence.
• Monitor and analyze sales performance metrics, adjusting strategies to maximize sales effectiveness and ensure timely and accurate reporting to senior leadership.
• Act as a thought leader within the organization, providing insights on market trends, competitive positioning, and product evolution to refine sales strategies.
• Drive the execution of quarterly business reviews with key clients to maintain strong relationships and identify expansion opportunities, ensuring the retention and growth of high-value accounts.