Head of Sales

You’ll own Nexl’s new business growth globally: the number, the team that hits it, and the way we sell. You’ll report directly to our CEO, act as a senior leader in the business, and have the Sales team report into you, including our Account Executives, a BDR Manager, and the BDR team they lead.

Selling to law firms is different. Firms are run by partners, big decisions go through committees, and the people who champion us (marketing and business development leaders) are rarely the ones who sign. Our best deals come from earning the trust of all of them. Your job is to turn that into a repeatable motion: clear stages, honest forecasting, sharp coaching, and an outbound-led pipeline engine backed by Marketing’s events and webinars. Our focus is mid-market firms of 100 to 500 people, where we win most and where customers stay longest.

This is a lead-from-the-front role. You won’t carry a personal quota, but you’ll be accountable for the team number, in deals and on customer calls, and close to the pipeline every week. Nexl is headquartered in Sydney, so you’ll also be a key link between the field and our global leadership team. If you’ve built or scaled a sales team at a growth-stage company and want to shape how a team sells as it grows, this role is for you.

Must haves:

• Sales leadership: 8+ years in B2B SaaS sales, including 3+ years leading a quota-carrying team of Account Executives (ideally with BDRs too), with a track record of delivering against ambitious targets.
• Building, not just inheriting: You’ve built or scaled a sales team at a growth-stage company, put in the process, cadence, and hiring that made results repeatable, and you’re comfortable taking ownership when the path isn’t fully mapped out.
• Hands-on by nature: You move easily between strategy and the detail of a single deal, pipeline review, or coaching conversation.
• Operating discipline: You know your numbers cold (coverage, conversion, cycle time, win rate) and have built strong forecasting, qualification, and pipeline management habits in a team.
• Complex, consultative sales: You’ve led mid-market teams selling to buying groups with several stakeholders and longer, considered sales cycles.
• Coach by instinct: You enjoy developing people as much as closing deals, and can point to reps you’ve promoted or turned around.
• Commercial judgment: You know where to put time, people, and budget for the best return, and you can explain your calls to a CEO.
• AI-first selling: You use AI in your own work and know how to build it into a team’s research, outreach, and pipeline management.
• Clear communicator: You bring people with you, keep everyone aligned on priorities, and raise risks early rather than late.
• Travel: Happy to travel internationally for customer meetings and industry events.

Nice to haves:

• Experience selling into law firms, accounting firms, or other partner-led professional services businesses.
• Experience leading a global or multi-region sales team for a company headquartered overseas.
• Familiarity with MEDDICC, Sandler, or a similar methodology.
• Hands-on with HubSpot, Clay, Apollo, and LinkedIn Sales Navigator.

What Success Looks Like

• First 90 days: You’ve reviewed every live deal, put a weekly operating rhythm in place, and agreed a hiring plan with the CEO.
• By six months: The forecast is trusted, the BDR to AE handoff is clean, and new hires are ramping against a clear plan.
• By 12 months: The team is consistently hitting its number, Nexl is a familiar name at the legal events that matter globally, and you can explain exactly what’s driving growth.