The Role
Lead and build the firm's end-to-end revenue engine: set strategy, implement RevOps (pipeline, CRM, lead routing, dashboards), connect marketing through client success, hire and coach a revenue team, and personally close deals while shifting revenue toward recurring and product-based models.
Summary Generated by Built In
At Jimerson Birr, our team has accepted the lasting responsibility of protecting our clients’ rights, businesses, properties, investments, and finances. In both established and emerging businesses, our professionals are integral, trusted advisers and advocates, giving our clients insights into legal and business considerations that guide prudent decision-making. We work with some of the world’s most respected and well-established businesses, as well as start-up visionaries, and individuals looking to overcome challenges.
Our award-winning law firm is at its best when it helps clients set measurable goals and develops multi-level strategies to achieve them. Our lawyers are trained to take ownership of our client’s challenges by getting close to the problem and close to the people who can benefit from the solutions we provide. We’re business-oriented lawyers equally comfortable as community leaders, private transaction counselors, or courtroom advocates. We pride ourselves on our people and their collective achievements. Besides our long list of legal industry honors, the firm has a track record spanning over a decade winning local, state, and national awards for being a “Best Company to Work For,” “Fastest Growing Company,” and “Best Law Firms in America.”
Our atmosphere and award-winning firm culture are collegial and professional, and our shared commitment to professional development is superior to our contemporaries. To learn more about our firm culture, please visit our website.
About the Position:
Our atmosphere and award-winning firm culture are collegial and professional, and our shared commitment to professional development is superior to our contemporaries. To learn more about our firm culture, please visit our website.
About the Position:
We are seeking a Vice President of Revenue to join our team and navigate something most law firms never attempt; pivoting from the traditional hourly model toward predictable membership and product-based services, and building a real, modern revenue engine to power it! This role is the linchpin of that build.
The Vice President of Revenue is a build role, not a maintenance position. Reporting directly to the CEO as a member of the leadership team, the VP of Revenue owns the entire revenue engine end to end: Demand, Land, and Expand. In this role you will architect and stand up the operating system that runs it, build and coach the team that executes it, and, in the early innings, personally sit in the room and help close.
If you have taken a revenue or sales organization from a lean, under-built start and turned it into a robust operation on your own back, and you want the ownership, the pace, and the upside of doing it again, this is your seat.
What You’ll Do
• Own the full revenue strategy. Set the architecture and the single plan every revenue function runs on, and convert annual targets into quarterly pipeline, consult, close, renewal, and expansion goals.
• Build and run the revenue operating system. Pipeline stages, CRM hygiene, lead routing, consult and proposal flow, handoff rules, dashboards, and a disciplined weekly revenue cadence.
• Lead cross-functional execution. Connect marketing, prospecting, intake, closing, onboarding, and client success so work moves cleanly across the engine.
• Drive revenue productivity. Grow qualified opportunity volume without flooding the funnel; improve consult quality, proposal speed, close rate, average matter value, and retention.
• Build the team for scale. Recruit, coach, and structure the org toward $50MM and beyond, starting by hiring your first closer alongside the CEO.
• Close, while you build. Personally participate in the close as the function is stood up, and move the revenue mix from mostly hourly toward a balanced fixed-and-recurring model.
Key Responsibilities
How Success Is Measured
You own the number and its trajectory. Your scorecard centers on total revenue against target, the shift toward a balanced fixed-and-recurring revenue mix, net revenue retention, average revenue per new client, close rate, blended cost per qualified consult and per closed matter, and revenue by source.
Who You Are
• A builder, not a technician. You have stood up and scaled a revenue or sales organization from a lean start into a real operation, in SaaS/technology or B2B professional services, and you can point to the org you built and the growth you drove.
• A closer. You can sell, and you are willing to. You will be in the room closing while you build the machine.
• Full-funnel fluent with real RevOps experience. Demand generation through close and retention: funnel design, lead routing, pipeline management, dashboards, and data discipline. Comfortable with multi-channel and volume-based outbound.
• Autonomous and accountable. Point you in a direction and you run. You close your own loops and you do not need to be chased.
• Fast, organized, and decisive. You keep work at a high pace, make decisions quickly, communicate exceptionally well, and thrive on change.
• Entrepreneurial. You like to bet on yourself and own the upside, and you are energized by breaking the mold of what a traditional law firm does.
• An easy person to work with. Genuinely enjoyable, coachable, result-oriented, and accountable.
Skills, Knowledge and Expertise
What You’ll Do
• Own the full revenue strategy. Set the architecture and the single plan every revenue function runs on, and convert annual targets into quarterly pipeline, consult, close, renewal, and expansion goals.
• Build and run the revenue operating system. Pipeline stages, CRM hygiene, lead routing, consult and proposal flow, handoff rules, dashboards, and a disciplined weekly revenue cadence.
• Lead cross-functional execution. Connect marketing, prospecting, intake, closing, onboarding, and client success so work moves cleanly across the engine.
• Drive revenue productivity. Grow qualified opportunity volume without flooding the funnel; improve consult quality, proposal speed, close rate, average matter value, and retention.
• Build the team for scale. Recruit, coach, and structure the org toward $50MM and beyond, starting by hiring your first closer alongside the CEO.
• Close, while you build. Personally participate in the close as the function is stood up, and move the revenue mix from mostly hourly toward a balanced fixed-and-recurring model.
How Success Is Measured
You own the number and its trajectory. Your scorecard centers on total revenue against target, the shift toward a balanced fixed-and-recurring revenue mix, net revenue retention, average revenue per new client, close rate, blended cost per qualified consult and per closed matter, and revenue by source.
Who You Are
• A builder, not a technician. You have stood up and scaled a revenue or sales organization from a lean start into a real operation, in SaaS/technology or B2B professional services, and you can point to the org you built and the growth you drove.
• A closer. You can sell, and you are willing to. You will be in the room closing while you build the machine.
• Full-funnel fluent with real RevOps experience. Demand generation through close and retention: funnel design, lead routing, pipeline management, dashboards, and data discipline. Comfortable with multi-channel and volume-based outbound.
• Autonomous and accountable. Point you in a direction and you run. You close your own loops and you do not need to be chased.
• Fast, organized, and decisive. You keep work at a high pace, make decisions quickly, communicate exceptionally well, and thrive on change.
• Entrepreneurial. You like to bet on yourself and own the upside, and you are energized by breaking the mold of what a traditional law firm does.
• An easy person to work with. Genuinely enjoyable, coachable, result-oriented, and accountable.
What You'll Bring
A legal background is not required, the ability to build a selling machine and earn the trust of attorneys is. We expect most of the following:
• 10+ years in revenue, sales, or marketing leadership, including having owned a full revenue or go-to-market function end to end.
• A track record of building and scaling. You have taken a revenue or sales organization from a lean start into a robust operation and can point to the systems, team, and growth you personally drove (for example, materially multiplying revenue).
• Full-funnel experience across demand generation, sales and closing, and retention/expansion; ideally following a SaaS/technology or B2B professional-services model.
• Hands-on closing experience. You have personally carried and closed deals recently, not only managed the people who do.
• Team-building experience. Recruiting, coaching, and structuring a revenue or quota-carrying team.
• A strong RevOps toolkit. Funnel and pipeline design, CRM and lead-routing discipline, dashboards and data analysis, marketing automation, and multi-channel / volume-based outbound. Comfort with a Salesforce-based stack is a plus.
Bonus: experience shifting a revenue mix toward recurring, fixed, or subscription/membership models; and working within EOS (Rocks, Level 10s, Scorecards).
Benefits
Join a dynamic team that values professional growth and excellence in legal service. We offer competitive compensation, professional development opportunities, and a supportive work environment dedicated to fostering your success.
We’ve found that the key to doing great work is to love what you do and respect who you do it with. Our atmosphere and award-winning firm culture are collegial and professional, and our shared commitment to professional development is superior to our contemporaries.
Our Core Values are simple but powerful:
· Commitment to Service
· Commitment to Quality
· Commitment to Results
If you’re the kind of person who quietly makes things run smoothly, who values stability, accuracy, and trust, you’ll thrive here!
Jimerson Birr is an equal opportunity employer. All qualified applicants receive consideration for employment, and all employees are treated during employment without regard to race, color, sexual orientation, religion, sex, age, national origin, genetic.
About
Jimerson Birr is a Florida-based law firm that seeks to exceed client expectations through commitment to excellence and by adding value to our clients’ businesses. We are committed to handling each matter with the quality, care, attention to detail and respect as if we were representing ourselves. We are accessible, responsible, prepared, efficient and technologically advanced. Our clients and colleagues value us because they trust our integrity and abilities. Jimerson Birr concentrates its efforts in providing the highest level of legal services throughout the Southeastern U.S. on a wide variety of business, corporate, and commercial litigation issues that can affect businesses in a broad range of circumstances. Our Florida-based law firm has a reputation for being well-prepared counselors, influential negotiators and aggressive litigators. Our firm has significant experience in the areas of construction law (including lien and bond claims, licensure, project and contract administration), business litigation (including breach of contract, misrepresentation, fiduciary breaches, non-compete enforcement and corporate/partnership disputes) and creditors rights and bankruptcy (including collections, foreclosures, replevin, garnishments, and adversarial proceedings).
Skills Required
- 10+ years in revenue, sales, or marketing leadership, including ownership of a full revenue or go-to-market function end to end.
- Proven track record of building and scaling a revenue or sales organization from a lean start into a robust operation and materially multiplying revenue.
- Full-funnel experience across demand generation, sales/closing, and retention/expansion, ideally in SaaS/technology or B2B professional services.
- Hands-on closing experience; personally carried and closed deals recently.
- Team-building experience: recruiting, coaching, and structuring a quota-carrying revenue team.
- Strong RevOps toolkit: funnel and pipeline design, CRM and lead-routing discipline, dashboards and data analysis, marketing automation, and multi-channel/volume outbound.
- Ability to earn the trust of attorneys and work effectively within a law firm environment.
- Comfort with a Salesforce-based technology stack.
- Experience shifting revenue mix toward recurring/fixed/subscription models; familiarity with EOS (Rocks, Level 10s, Scorecards).
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The Company
What We Do
Jimerson Birr is a Florida-based law firm with global reach, known for being trusted counselors, effective negotiators, and results-driven litigators. They focus on exceeding client expectations through a commitment to excellence and by adding value to clients' businesses.
