Lead end-to-end new logo acquisition for an online dispute resolution (ODR) platform across industries and countries. Conduct market research, define ICPs, run structured discovery, craft tailored value propositions and outbound sequences, manage pipeline in CRM, and collaborate with product, operations, and legal to design pilots, pricing, and contracts. Represent the company at events to generate leads and inform GTM strategy.
Role Overview
The AVP – B2B Sales will own new logo acquisition for an online dispute resolution platform offering
arbitration and mediation services. The role focuses on identifying and closing opportunities in new
industries and international markets beyond lending.
Key Responsibilities
• Own end-to-end new logo acquisition in defined sectors and countries, from prospecting to
closure.
• Conduct deep secondary research on industries, markets, and target accounts to identify highdispute use cases and decision-makers.
• Define and refine ideal customer profiles (ICPs) and buyer personas across multiple industries
and geographies.
• Run structured discovery with prospects: ask probing questions, uncover explicit and latent
pain points, and quantify impact.
• Translate customer pain points into sharp value propositions and tailored ODR use cases for
each ICP and vertical.
• Draft and iterate high-quality outbound emails, LinkedIn messages, and sales collateral
customized by industry, role, and geography.
• Build, manage, and report on a qualified pipeline using CRM, with clear next steps and
timelines for each opportunity.
• Collaborate with product, operations, and legal teams to shape pilots, proposals, pricing, and
contracts.
• Track competitive landscape and market trends in ODR, legal-tech, and adjacent SaaS
offerings; feed insights back into GTM strategy.
• Represent the company at industry events, webinars, and partner meetings to generate leads
and build brand awareness.
Requirements
• 5–8 years of B2B sales / business development experience in SaaS, technology, or techenabled services.
• Demonstrated success in hunting roles focused on new logo acquisition (not only account
management).
• Experience selling into mid-market or enterprise clients, ideally across multiple industries or
geographies.
• Prior exposure to legal-tech, fintech, SaaS platforms, or service businesses with complex
stakeholder buying cycles is a plus.
• Experience working with international clients and comfort with different business cultures and
time zones.
• Strong secondary research skills: ability to quickly understand a new industry, map its value
chain, and spot ODR-relevant pain points.
• High curiosity and learning agility; enjoys exploring new markets and use cases.
• Excellent discovery skills: listens well, asks incisive questions, and can structure conversations
to uncover root-cause problems.
• Ability to convert problems into compelling commercial narratives and ROI-driven pitches.
• Exceptional written communication: can write clear, concise, and persuasive emails,
sequences, and LinkedIn messages tailored to different ICPs.
• Strong verbal communication and presentation skills with senior stakeholders (legal, risk,
operations, CXOs).
• Structured, process-driven approach to sales with disciplined use of CRM and data.
• Self-starter mindset, comfortable with ambiguity and building in relatively greenfield markets.
• Collaborative working style with product, marketing, and operations teams
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