We are supporting a high-growth, premium, subscription-led legal knowledge and technology platform serving leading law firms and in-house legal teams.
The business has delivered:
- 45% ARR growth in the last year
- 22% headcount growth year-on-year
- Churn of less than 0.5%
With strong product-market fit and exceptional retention, the company is now moving from founder-led commercial success to a more structured, predictable and scalable multi-product commercial model. This is a pivotal leadership hire.
The Mandate
The Chief Sales Officer will:
- Build a predictable, board-ready sales engine
- Implement forecasting discipline and pipeline hygiene
- Embed consistent sales methodology and operating cadence
- Professionalise performance management and accountability
- Drive multi-product cross-sell and expansion
- Support the transition from seat-based to more value-led / enterprise pricing models
- Bring credibility when engaging senior stakeholders within law firms
This is a builder role, not a maintenance position. The business requires a commercially rigorous leader who has scaled revenue through structure and discipline.
Preferred Backgrounds
Strong preference for candidates from:
- Legal content / legal information providers
- Legal tech platforms selling subscription products into law firms, including workflow or AI-adjacent tools
- High-growth legal SaaS / legal tech scale-ups transitioning from founder-led selling to structured commercial models
Adjacent backgrounds may be considered where transferability is credible:
- Enterprise B2B content, research or data platforms selling non-tangible value on subscription
- Regulated or specialist B2B information businesses with complex, multi-stakeholder buying processes
- Businesses transitioning from seat-based to value-based or enterprise pricing models
Less suitable environments include:
- High-volume, self-serve or SMB-focused SaaS
- Short sales-cycle transactional software businesses
- Discount-led or promotion-driven commercial models
Deep familiarity with the legal ecosystem is strongly preferred, though we remain open to exceptional candidates from adjacent regulated content or data environments who can clearly demonstrate market transferability.
Required Experience
Candidates must demonstrate:
- Experience scaling a subscription business from c.£5m ARR to £20m+ ARR
- Direct ownership of that growth
- Implementation of structured sales process, forecasting and reporting discipline
- Experience building scalable teams rather than managing mature revenue streams
Covering Note – Please Confirm
Please provide a brief note confirming:
- A business you scaled from c.£5m ARR to £20m+ ARR
- Your experience selling into law firms or regulated professional services (or equivalent transferable sector)
- The sales structure or methodology you implemented to enable scale
We are seeking commercial leaders who build durable growth engines within complex, trust-led professional markets.
