Position Overview
Nexstar Media Group, the nation’s largest local broadcasting company and a leading digital media organization, is seeking a strategic, results-driven Director, Legal Sales Strategy to lead growth initiatives within the Legal & Professional Services vertical.
This role is responsible for driving revenue by positioning Nexstar’s full suite of advertising, marketing, and data-driven solutions—across digital, linear, and advanced AdTech platforms—to law firms and legal service providers nationwide. This leader will define and execute a best-in-class go-to-market strategy, enable and elevate sales teams, and deliver high-impact solutions aligned to the unique client acquisition challenges of the legal industry.
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.
Salary Range - $200-250K
Skills Required
- 7+ years of experience in digital media, AdTech, or SaaS sales
- 3+ years in the legal or professional services vertical
- Deep understanding of law firm marketing strategies
- Proven track record of sales leadership
- Experience in sales enablement and team coaching
- Strong analytical skills
- Excellent communication and client-facing skills
- Willingness to travel up to 50-75%
What We Do
Nexstar Media Group is the largest TV station operator in the country. With the reach of 171 full power television stations in 100 markets addressing nearly 38.9% of US television households, and a diversified, growing digital media operation, Nexstar Media Group offers superior audience engagement across all media devices and local broadcast television’s unrivalled influence on consumers’ purchasing and political decisions. In 20 years, Nexstar has grown from a single station to the nation’s largest television company. This growth is fueled by an organization-wide commitment to delivering exceptional service to our communities and outstanding results for our advertisers. From the very beginning, Nexstar has cultivated an organization-wide commitment to providing superior, unique local content that is relevant to each of the communities it serves, while offering local businesses, advertisers and brands the ability to engage and connect with local communities.
