Account Director

It's fun to work at a company where people truly believe in what they are doing!

Job Description:

Job Summary

The Sales/Account Director is responsible for driving revenue growth across both existing and new accounts within the assigned territory. This role requires a proactive sales hunter with strong entrepreneurial aptitude, exceptional client‑centricity, and a proven track record of exceeding sales targets. The ideal candidate demonstrates a highly positive attitude, strong results orientation, and a data‑driven approach to pipeline and sales lifecycle management.

Essential Responsibilities

1. Prospecting & Market Development

• Proactively drive pipeline generation through targeted hunting activities, identifying and engaging new prospects across the assigned territory.
• Research market trends, industry developments, and competitive landscape to uncover new business opportunities and whitespace accounts.
• Establish initial contact strategies—including outreach campaigns, networking, and event engagement—to build a strong top‑of‑funnel pipeline.

2. Client Discovery & Needs Assessment

• Conduct high‑quality discovery meetings to understand client pain points, workflow challenges, and litigation support needs.
• Position yourself as a knowledgeable advisor capable of translating client requirements into actionable solutions.
• Qualify opportunities rigorously to ensure alignment with revenue goals, account fit, and service capabilities.

3. Solution Positioning & Value Articulation

• Develop and deliver compelling presentations, solution demonstrations, and tailored proposals that clearly articulate value and differentiation.
• Become an expert in the full portfolio of legal professional services—including Electronic Data Discovery, Document Hosting/Coding, Consulting, Managed Review and Counsel solutions—to effectively design integrated solutions.
• Collaborate with internal subject‑matter experts to ensure solution accuracy and feasibility.

4. Deal Advancement & Closing

• Manage the full sales lifecycle, including proposal development, pricing negotiations, contracting, and close.
• Maintain strong pipeline discipline with accurate forecasting, opportunity scoring, and sales stage progression.
• Consistently achieve or exceed booked revenue targets through disciplined execution and strong deal management.

5. Account Management & Revenue Expansion

• Serve as a trusted advisor to existing clients, earning confidence through reliability, diligence, and proactive problem‑solving.
• Drive year‑over‑year growth in assigned accounts by identifying upsell and cross‑sell opportunities.
• Ensure exceptional client satisfaction through regular touchpoints, strategic business reviews, and alignment with client objectives.

6. Project Enablement & Cross‑Functional Collaboration

• Partner with internal teams—including Operations, Project Management, Customer Services and Billing—to ensure seamless onboarding and delivery of client engagements.
• Support timely billing, collections, and management of days sales outstanding (DSO) to maintain revenue integrity.
• Coordinate with internal stakeholders to resolve escalations and ensure optimal client outcomes.

7. Performance Management & Reporting

• Maintain high standards of CRM hygiene, ensuring accurate data entry, pipeline visibility, and performance tracking.
• Report sales activity, forecasting updates, and territory insights in accordance with company policies.
• Monitor key sales KPIs—including booked and billed revenue, pipeline coverage, win rates, and account growth metrics—and take corrective actions as needed.

Qualifications & Characteristics

• Proven high achiever with a demonstrated history of exceeding revenue quotas, consistently meeting or surpassing performance targets.
• Ability to provide a sales portfolio or “book of business” showcasing sustained sales success, quota achievement, and strong client satisfaction.
• Demonstrated success in selling technology-enabled services and professional services.
• Entrepreneurial and self‑driven mindset, demonstrating strong resilience, accountability, and proactive problem‑solving capabilities.
• Exceptional collaborator and team player, able to build trust, communicate effectively, and operate seamlessly within a highly matrixed global organization.
• Strong data‑driven approach with proficiency in pipeline analysis, forecasting accuracy, and sales performance metrics.
• Excellent communicator with the ability to present complex technical concepts clearly and confidently to executive‑level stakeholders.
• Ability to quickly learn new technology and industry verticals, adapt to evolving market needs, and implement new sales strategies effectively.
• Bachelor’s degree or equivalent professional experience.

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!

It is Epiq’s policy to comply with all applicable equal employment opportunity laws by making all employment decisions without unlawful regard or consideration of any individual’s race, religion, ethnicity, color, sex, sexual orientation, gender identity or expressions, transgender status, sexual and other reproductive health decisions, marital status, age, national origin, genetic information, ancestry, citizenship, physical or mental disability, veteran or family status or any other basis protected by applicable national, federal, state, provincial or local law. Epiq’s policy prohibits unlawful discrimination based on any of these impermissible bases, as well as any bases or grounds protected by applicable law in each jurisdiction. In addition Epiq will take affirmative action for minorities, women, covered veterans and individuals with disabilities. If you need assistance or an accommodation during the application process because of a disability, it is available upon request. Epiq is pleased to provide such assistance and no applicant will be penalized as a result of such a request.  Pursuant to relevant law, where applicable, Epiq will consider for employment qualified applicants with arrest and conviction records.