Director, Legal Sales Strategy

Key Responsibilities

• Category Ownership:
  Serve as the national subject matter expert for the Legal vertical, owning category strategy, sales execution, and revenue performance across key legal segments (e.g., personal injury, mass tort, family law, and local practice areas).

• Solution Selling:
  Position Nexstar’s integrated suite of AdTech and marketing solutions—including programmatic, OTT/CTV, search, social, and first-party data activation—to drive client acquisition, case volume, and ROI for law firms.

• Sales Enablement:
  Develop and deploy vertical-specific playbooks, messaging frameworks, and sales tools tailored to legal marketing use cases (e.g., lead generation, call conversion, brand authority, geographic targeting).

• Coaching & Development:
  Provide ongoing coaching, joint client engagement, and pipeline oversight to improve seller effectiveness, accelerate deal cycles, and increase close rates within the legal category.

• Positioning & Messaging:
  Craft compelling, insight-driven narratives aligned with legal advertiser priorities, including cost per case, qualified lead generation, intake efficiency, and competitive conquesting.

• Revenue Growth:
  Drive measurable revenue expansion within the Legal vertical through both direct account engagement and scalable enablement of local and regional sales teams.

• Partnership Management:
  Collaborate with internal product teams, data providers, and external partners to enhance Nexstar’s legal-specific offerings, including attribution solutions, call tracking, and lead verification tools.

• Market Intelligence:
  Stay ahead of key industry dynamics, including legal advertising regulations, competitive spend trends, consumer search behavior, and emerging client acquisition channels.

Required Qualifications

• 7+ years of experience in digital media, AdTech, or SaaS sales, with at least 3 years focused on the legal or professional services vertical.

• Deep understanding of law firm marketing strategies, including lead generation, intake optimization, and compliant advertising practices.

• Proven track record of sales leadership in a matrixed, multi-market environment.

• Demonstrated success in sales enablement, go-to-market strategy, and team coaching.

• Strong analytical skills with the ability to translate campaign data into actionable insights and performance improvements.

• Excellent communication, presentation, and client-facing skills, with experience engaging senior stakeholders.

• Willingness to travel up to 50-75% to support key markets and client relationships.

Preferred Qualifications

• Experience selling into personal injury, mass tort, or high-volume consumer legal categories.

• Familiarity with legal marketing tools and platforms (e.g., call tracking, case management integrations, lead attribution systems).

• Understanding of legal advertising compliance and regulatory considerations (e.g., state bar guidelines).

• Proficiency with Salesforce or similar CRM systems.