[Hiring] Senior Account Director @Avalon Document Services

Role Description

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
• 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.

Qualifications

• 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

Requirements

• 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
• 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
• 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
• 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
• 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
• 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

Benefits

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