Head of Sales: Legal

About the Role

Lead LexisNexis South Africa’s commercial strategy, revenue growth and sales performance across the private legal market. You’ll lead Sales Managers overseeing Account Managers and Business Development Managers, driving new business, customer retention, account expansion and adoption of solutions including Lexis+ AI, Protege and AI-enabled legal workflows.

You’ll bring a strong understanding of law firm economics and legal workflows, engaging legal professionals and showing how technology can improve research, drafting, productivity and practice efficiency.

About the Team

LexisNexis Legal & Professional serves customers in more than 150 countries and is part of RELX. We use AI and advanced technologies to improve productivity and transform the business and practice of law.

Responsibilities

Sales strategy and revenue growth

• Develop and execute sales strategies across small, mid-sized and large law firms.
• Own revenue delivery across new business, renewals, account growth and customer adoption.
• Strengthen pipeline quality, forecasting accuracy, deal conversion and retention.
• Balance strategic opportunities with shorter-cycle revenue generation.

Sales leadership and coaching

• Lead and develop Sales Managers responsible for Account Managers and Business Development Managers.
• Build consultative selling, legal workflow discovery, negotiation and deal execution.
• Establish performance accountability, coaching and disciplined sales management.

Legal technology and AI adoption

• Drive adoption of Lexis+ AI, Protege, legal research, drafting and workflow solutions.
• Help teams demonstrate customer value through improved lawyer productivity, reduced rework and better client outcomes.
• Promote responsible AI adoption, partnering with Customer Success and Training to improve usage and retention.

Strategic account management and commercial excellence

• Build relationships with managing partners, practice heads and senior legal stakeholders.
• Identify new business, cross-selling and practice-area expansion opportunities.
• Address adoption barriers, customer concerns and competitive challenges.
• Lead pipeline, renewal, strategic account and performance reviews.
• Collaborate with Product, Marketing, Finance, Operations and Customer Success.
• Share insight on legal market trends, customer needs and AI adoption.

Requirements

• Significant B2B sales leadership experience, ideally in LegalTech, SaaS, professional services or workflow solutions.
• Experience leading Sales Managers or multi-layered commercial teams.
• A track record of revenue growth through acquisition, retention and account expansion.
• Experience selling to law firms, legal professionals or specialist professional markets.
• Strong pipeline management, forecasting, negotiation and commercial judgement.
• An understanding of law firm economics, legal workflows and stakeholder dynamics.
• The ability to translate AI and technology into practical customer value.
• Strong coaching, stakeholder engagement and performance management skills.
• The ability to balance immediate revenue delivery with long-term growth.

Legal qualifications or legal-sector experience are advantageous, but not essential.

About the business

LexisNexis Legal & Professional® provides legal, regulatory and business information and analytics that help customers increase productivity, improve decision-making, achieve better outcomes and advance the rule of law around the world. As a digital pioneer, the company was the first to bring legal and business information online with its Lexis® and Nexis® services.

Work in a way that works for you

We promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we’ll help you meet your immediate responsibilities and your long-term goals.

Working pattern

Working flexible hours—flexing the times when you work in the day to help you fit everything in and work when you’re most productive.

Working for You

We know that your well-being and happiness are key to a long and successful career. Benefits include Medical Aid; a Retirement Plan inclusive of Risk Benefits (Disability, Critical Illness, Life Cover and Funeral Cover); modern family benefits, including adoption and surrogacy; and Study Leave.

We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.

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We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.

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