Director of Sales, SMB

Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely.

The Director of Velocity Sales (West) will lead and inspire a dynamic team of sales professionals, focused on driving growth in our high‑velocity SMB space (1‑4 users). This leader will manage approximately 30 salespeople, including frontline managers, and play a critical role in executing the overall strategy for the Velocity Sales segment. Reporting directly to the Senior Director of Velocity Sales, the Director partners closely with the East Coast counterpart, Marketing, BDR/SDR teams, and other cross‑functional stakeholders.

• Lead, mentor, and develop a high‑performing sales team of ~30 individuals, including frontline managers.
• Foster a positive, performance‑oriented culture that attracts and retains top talent while promoting accountability and team development.
• Serve as a culture carrier, championing the company’s values and cultivating an environment of collaboration, diversity, and inclusion.

• Contribute to the development and execution of the overall sales strategy for the Velocity segment.
• Execute the go‑to‑market strategy for the West region, ensuring alignment with company objectives and maximizing market penetration.
• Drive outbound sales efforts and partner closely with Marketing, BDR, and SDR teams to optimize lead generation and pipeline growth.

• Dive deep into team performance to identify gaps, provide ongoing coaching, and enable the team through tailored development plans.
• Use data‑driven insights to continuously optimize sales processes, individual seller performance, and overall team efficacy.
• Collaborate with the Sales Enablement team to ensure the tools, resources, and training are in place to maximize productivity and sales efficiency.

• Work closely with cross‑functional teams, including Marketing, Product, BDR/SDR orgs, and Customer Success, to ensure a unified approach to the customer journey and revenue growth.
• Act as a strategic partner to the Senior Director of Velocity Sales, sharing insights and feedback to enhance the segment’s overall strategy and execution.
• Set and monitor key performance indicators (KPIs) for the West region, ensuring metrics are aligned with company objectives and segment growth targets.
• Leverage data to drive decision‑making, regularly reviewing performance at the team and individual levels to make informed adjustments to strategy and execution.
• Provide regular reporting and analysis on the performance of the West team, including wins, challenges, and actionable insights for improvement.

• Attract, recruit, and retain top talent within the sales organization, ensuring the development of a strong bench of future leaders.
• Foster a culture of continuous learning, providing ongoing coaching, career development, and growth opportunities for all team members.
• Ensure succession planning and personal development initiatives are in place to support the long‑term growth of the team and individual contributors.

• 8+ years of sales leadership experience, with at least 3 years as a second‑line leader managing frontline managers in a high‑growth SaaS or SMB environment.
• Proven success scaling SMB sales teams and driving revenue growth in fast‑paced, hyper‑growth organizations.
• Strong operational focus with the ability to dive deep into data and metrics to optimize team performance and sales efficiency.
• A culture carrier with a passion for leadership, people development, and fostering a positive, collaborative team environment.
• Experience working cross‑functionally with teams like Marketing, Product, and BDR/SDR to drive a cohesive go‑to‑market strategy.
• Demonstrated ability to contribute to high‑level strategy while also executing on day‑to‑day operational objectives.
• Excellent communication and relationship‑building skills with internal teams and external stakeholders.
• Experience leveraging sales enablement tools and technologies to…