What are the responsibilities and job description for the Regional Sales Manager position at Internet Brands?
Regional Sales Manager at Martindale-Avvo – Austin, TX
Martindale-Avvo Leads is currently looking for a seasoned, charismatic leader who will guide our Legal Leads inside sales team to success. The Regional Sales Manager (RSM) will lead and coach an inside sales team that uses consultative sales skills to understand the law firm prospect’s needs and deliver measurable solutions. They will work with Senior Management to set strategic objectives and run the day-to-day operations for the inside sales team. This person is responsible for helping their team deliver on ambitious targets to hit and exceed revenue and growth targets across markets and products. The right candidate would be an excellent communicator with a proven ability to train and motivate a large team and take an analytical approach to sales management.
Martindale-Avvo Leads is currently looking for a seasoned, charismatic leader who will guide our Legal Leads inside sales team to success. The Regional Sales Manager (RSM) will lead and coach an inside sales team that uses consultative sales skills to understand the law firm prospect’s needs and deliver measurable solutions. They will work with Senior Management to set strategic objectives and run the day-to-day operations for the inside sales team. This person is responsible for helping their team deliver on ambitious targets to hit and exceed revenue and growth targets across markets and products. The right candidate would be an excellent communicator with a proven ability to train and motivate a large team and take an analytical approach to sales management.
Why This Role Matters: Our business is at an inflection point. AI, shifting search behaviors, and a competitive legal advertising market are reshaping how attorneys find new clients. Our inside sales team plays a critical role in guiding small law firms through this transition—helping them understand the ROI of visibility and the urgency of investing in their growth. We’re evolving inside sales to be more consultative, data-driven, and disciplined, and this role will accelerate that transformation.
Responsibilities:
- Lead, coach, and inspire a team of 8–12 Acquisition Account Executives to exceed quota, activity, and revenue goals while building resilience and optimism.
- Drive disciplined pipeline management: ensure AEs are consistently creating, advancing, and closing opportunities with urgency and precision.
- Coach with structure and intent: run weekly call reviews and 1:1s with documented outcomes, provide actionable feedback, and model best practices on demos and discovery calls.
- Unlock rep potential: deliver training, join calls, and tailor coaching to reps at different phases of development—accelerating new hire ramp and sustaining high performance for tenured reps.
- Manage performance rigorously: hold AEs accountable for activity, pipeline hygiene, and win-rate expectations; ensure the majority of AEs are hitting quota on a rolling basis.
- Drive operational excellence: enforce adoption of Salesforce, Outreach, and Coach360; use data to audit pipeline quality and improve forecasting accuracy.
- Lead through change: guide the team through toolchain shifts, evolving buyer behavior, and AI-driven market disruption with clarity and confidence.
- Build culture: celebrate wins, foster collaboration, and sustain a high-velocity, growth-minded sales environment.
- Hire, develop, and retain a high-performing team of Account Executives through rigorous recruiting, structured onboarding, ongoing coaching, and clear performance management.
What You Bring:
- 5–7 years of progressive sales leadership, including at least 3 years managing inside sales teams in SMB-focused environments.
- Proven ability to exceed team revenue goals, with experience leading 10 quota-carrying reps.
- Track record of driving performance turnarounds, scaling new hire graduation, and improving team attainment.
- Demonstrated success leading teams through market or organizational disruption (toolchain changes, product launches, evolving buyer behavior, AI-driven changes).
- Strong operational discipline: expertise in pipeline forecasting, CRM adoption, and compliance with sales processes.
- Consultative, ROI-driven sales approach with deep knowledge of pipeline conversion metrics and data-driven decision-making.
- High EQ and executive presence: able to inspire reps, collaborate cross-functionally, and credibly represent sales strategy to senior leadership.
- Industry background in B2B SaaS, marketplaces, or digital marketing sales preferred.
- Experience within the Legal Industry, and experience using Salesforce, Outreach, and Google Workspace is a plus.
Compensation & Location:
- Hybrid - Austin, TX office (minimum 3 days in office)
- Compensation - $90k VC
Headquartered in El Segundo, Calif., Internet Brands® is a fully integrated online media and software services organization focused on four high-value vertical categories: Health, Automotive, Legal, and Home/Travel. The company's award-winning consumer websites lead their categories and serve more than 250 million monthly visitors, while a full range of web presence offerings has established deep, long-term relationships with SMB and enterprise clients. Internet Brands' powerful, proprietary operating platform provides the flexibility and scalability to fuel the company's continued growth. Internet Brands is a portfolio company of KKR and Temasek. For more information, please visit www.internetbrands.com. Internet Brands and its wholly-owned affiliates are an equal opportunity employer.
Salary : $90
