Job Summary: This is a build-it-from-scratch leadership role. Field sales is a brand-new motion for Filevine's deposition business, and we're hiring the leader who will stand it up. You won't inherit a proven machine—you'll design it: the playbook, the team, and the go-to-market model that everything scales from. If the phrase "greenfield" gets you excited rather than nervous, read on.
Reporting to the Senior Vice President of Sales, the VP of Field Sales — Depositions will build and lead a team of outside sales reps (and, over time, the Directors who manage them) selling Filevine's full deposition stack—court reporting, remote depositions, and AI-powered products including Depo CoPilot—face-to-face in law firms across the country. Depositions is Filevine's fastest-growing product, and this is your chance to put a field motion behind that momentum. This is a premium-priced offering in a market full of commodity providers, so you'll build a team that sells the difference, not just the service.
You'll set the vision and strategy for a net-new field motion, then roll up your sleeves to make it real. Early on, that means being close to the ground: riding along on drop-bys, sitting in on the tough conversations with managing partners, and turning what works in the field into a repeatable, teachable playbook. As the motion matures, you'll layer in the process, metrics, and enablement that turn a scrappy first effort into a durable, high-performing organization. You'll partner flawlessly across the company—especially with Sales, Marketing, Operations, Scheduling, Client Success, Strategic Partnerships, and Finance—to give this new motion everything it needs to win.
Responsibilities:
Build the field sales playbook from the ground up. Define what great looks like for a new outside motion—how reps prospect, get in the door with paralegals, earn the managing-partner conversation, and sell a premium product against cheaper alternatives—then document it so it scales.
Develop and execute the go-to-market strategy to achieve aggressive net-new revenue growth targets for the deposition business across your territories.
Hire, build, and lead a team of skilled field-based Account Executives—recruiting top outside-sales talent, developing existing reps, and adding Directors as the team scales.
Design the operating model for a brand-new motion: manage coverage within predefined territories, quotas, compensation plans, route/coverage strategy, and the metrics that drive the right in-person selling behaviors.
Establish effective sales processes, methodologies, and enablement programs tailored to a field motion. Continuously optimize to improve productivity, ramp time, and close rates.
Conduct regular pipeline reviews, coach Account Executives, ride along in the field, and oversee deal progression to meet revenue targets.
Partner with Marketing to align lead generation, events (bar associations, CLEs, legal conferences), and campaign efforts with field priorities. Provide input into ideal customer profiles, messaging, and premium-vs-commodity positioning.
Partner with Operations, Scheduling, and Client Success to ensure new firms are onboarded smoothly and reps can deliver a seamless deposition experience.
Track key performance metrics—net-new revenue growth, average deal size, sales velocity, win rates, ramp time, and customer acquisition cost. Report on progress and close the gaps.
Drive analytical support to leadership to sharpen strategies, coverage models, and team configurations, and maintain the metrics and dashboards that keep the organization focused on performance drivers.
Qualifications:
5+ years of sales leadership experience, with a strong preference for leaders who have built a new sales motion, team, or territory from scratch—not just managed an established one.
If you’ve been at an early-stage technology company in a early-sales role this might be the right fit.
A builder's mindset: energized by white space and ambiguity, and comfortable operating close to the ground before there's a playbook to hand people.
Experience leading field/outside sales teams, or a proven ability to translate outside-sales fundamentals into a repeatable model.
Track record of success achieving or exceeding net-new revenue growth targets.
Strong coaching and people leadership abilities, with a history of hiring and developing high-performing sales teams.
Comfort building and selling a premium product against lower-cost, commodity competitors—you know how to make value the conversation instead of price.
Knowledge of sales performance optimization and sales enablement best practices.
Ability to thrive in a fast-paced, ever-changing environment and help a growing business build something new.