Descrizione:
About the Role
Nuix Discover is the leading eDiscovery and legal review platform in the enterprise legal tech market. Following the acquisition of the Discover business from FTI Technology, we are building a dedicated go‑to‑market function to scale the product across the Americas over the next three years. The VP Sales, Discover - AMER leads all new business and renewal activity across the US, Canada, and LATAM. You will own the full commercial P&L for your region, lead a lean team of direct sellers, and operate as the senior commercial presence for Discover in the market.
Location
This role reports to the EVP, Discover Business Unit and can be based in Washington, DC metro or New York, NY and surrounding areas. Candidates located near our Reston, VA office will have a hybrid work schedule.
Key Responsibilities
- Own and grow the AMER Discover ACV book, targeting revenue growth consistent with the three‑year doubling plan; hold full P&L accountability for the region.
- Lead, coach, and develop a team of 4-6 direct Discover sellers, setting quota, reviewing pipeline, and running weekly commercial cadence.
- Build and maintain senior executive relationships with law firms, corporate legal departments, government agencies, and litigation support providers across AMER.
- Drive net‑new logo acquisition in target verticals (Big Law, AmLaw 200, federal government, financial services), while protecting and expanding the existing renewal base.
- Partner with the Discover Customer Success and Professional Services teams to ensure successful implementations convert to long‑term, expanding customer relationships.
- Contribute to Discover product roadmap prioritisation by surfacing structured market feedback and competitive intelligence to the Head of Product.
- Represent Nuix Discover at key industry events, conferences, and client briefings (ILTA, LegalWeek, Relativity Fest) to build brand presence in the eDiscovery ecosystem.
- Work with the EVP and global Sales Operations to build accurate forecasting, pipeline hygiene, and territory planning practices for the AMER region.
Skills, Knowledge and Expertise
- 10+ years in enterprise software sales, with at least 3 years carrying a VP or senior sales leadership title and direct people management responsibility.
- Demonstrated success selling eDiscovery, legal review, or litigation technology into law firms, corporate legal, or government markets – understanding the review workflow, the matter lifecycle, and the key buying personas.
- Track record of personally closing seven‑figure enterprise deals alongside managing a team, not just managing up the funnel.
- Experience operating in a post‑acquisition or carve‑out environment – comfortable building process and pipeline discipline in a context where systems and playbooks are still being formalised.
- Proven ability to manage a renewal‑heavy SaaS or software book while simultaneously driving net‑new growth – understanding of renewal economics, expansion motions, and churn risk management.
Desired Expertise
- Existing relationships across the AmLaw 200, Big Four forensic practices, or US federal government procurement channels.
- Experience with review platform competitive displacement (Relativity, Reveal, Opus 2, CS Disco) – familiarity with how deals are won and lost in contested eDiscovery RFPs.
Equal Opportunity
Nuix is an equal opportunities employer. We welcome all applications and are a flexible employer. We strive to make any required adjustments where possible to make the process fair and equitable for everyone.
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