Department: Sales and Marketing
Location: Jacksonville, Florida
Description
Build the revenue engine that rewrites what a law firm can be.
At Jimerson Birr, we've accepted a lasting responsibility: protecting our clients' rights, businesses, properties, investments, and finances. Our professionals are trusted advisers and advocates to established enterprises, start-up visionaries, and the individuals fighting to overcome their toughest challenges. We give clients the insight into legal and business considerations that guides prudent, high-stakes decision-making, and we're at our best when we help them set measurable goals and build multi-level strategies to hit them.
We are business-oriented lawyers, equally at home as community leaders, private transaction counselors, and courtroom advocates. We take ownership of our clients' problems by getting close to the problem and close to the people who benefit from the solution. And we've built something rare while doing it: a firm with a decade-plus track record of national honors as a "Best Company to Work For," a "Fastest Growing Company," and one of the "Best Law Firms in America." Our culture is collegial, professional, and genuinely competitive about developing its people.
Now we are preparing to do something few law firms have seriously attempted.
We are building a modern revenue organization inside a law firm, and using it to help transform how legal services are packaged, purchased, delivered, renewed, and expanded.
We are looking for the person who wants to build it.
About The Position
Most firms defend the billable hour. We're leaving it behind.
We are pivoting from the traditional hourly model toward predictable, membership- and product-based legal services, and we're building a real, modern revenue engine to power the shift. This is uncharted territory in our industry, and we're looking for the person who wants to chart it. That shift requires more than marketing campaigns or a few talented rainmakers. It requires a complete revenue engine.
Role
The
Vice President of Revenue is the linchpin of that build. This is a build role, not a maintenance seat. Reporting directly to the CEO and serving as a member of the firm’s leadership team, you will own revenue across three connected functions:
Demand: generating qualified interest from the right markets, companies, and decision-makers.
Land: converting qualified opportunities through discovery, solution development, proposals, follow-up, and closing.
Expand: retaining clients, deepening relationships, renewing recurring services, and identifying additional ways to create value.
This is Jimerson Birr’s first dedicated revenue leadership position.
You will have the opportunity to design the system, build the team, establish the standards, prove the model, and create an organization capable of scaling well beyond the founder-led sales motion that helped bring the firm here.
This is a builder’s seat.
The strongest candidate will have previously taken a lean, fragmented, or underdeveloped revenue function and turned it into a disciplined, measurable, high-performing operation.
You will inherit meaningful assets: a respected brand, a substantial client base, strong referral relationships, differentiated services, ambitious new offerings, experienced professionals, and leadership committed to the investment required.
Your job is to connect those assets into one commercial system that produces predictable growth.
You'll architect and stand up the processes that run it, build and coach the team that executes it, and, in the early innings, sit in the room and help close.
If you’ve built a serious revenue engine from the ground up, and you’re ready to do it again with more ownership, more speed, and more upside, this is your seat.
Key Responsibilities
What You'll Do
Own the full revenue strategy. Set the architecture and the single plan every revenue function runs on. Convert annual targets into quarterly pipeline, consult, close, renewal, and expansion goals.
Build and run the revenue operating system. Pipeline stages, CRM hygiene, lead routing, consultation and proposal flow, handoff rules, dashboards, and a disciplined weekly revenue cadence — built from the studs up.
Lead cross-functional execution. Connect marketing, prospecting, intake, closing, onboarding, and client success so work moves cleanly across the engine.
Drive revenue productivity. Grow qualified opportunity volume without flooding the funnel. Improve consult quality, proposal speed, close rate, average matter value, and retention.
Build the team for scale. Recruit, coach, and structure the org toward $50MM and beyond — starting by hiring your first closer alongside the CEO.
Close, while you build. Personally carry the close as the function is stood up, and move the revenue mix from mostly hourly toward a balanced fixed-and-recurring model.
Your First Six Months
You will begin as a true player-coach.
During the initial build, you will work alongside the CEO in a hybrid Revenue builder and Account Executive closer capacity. You will personally participate in meaningful opportunities while learning our clients, markets, services, economics, and buying process.
You Will
- Lead consultative discovery
- Identify business problems, stakes, urgency, and decision criteria
- Connect client needs to appropriate legal solutions
- Help shape scopes and service options
- Develop and present solutions-based proposals
- Communicate value and pricing
- Address objections
- Establish clear next steps
- Follow opportunities through signature and funding
- Capture the insights needed to improve our offers and sales process
You will use that firsthand experience to establish the standard, codify the playbook, recruit the team, and build the system.
As the organization matures, your role will shift toward executive leadership, coaching, forecasting, team development, strategy, and performance management. You will remain directly involved where your presence materially improves a strategic, complex, or high-value opportunity.
How Success Is Measured
You own the number and its trajectory. Your scorecard centers on total revenue against target, the shift toward a balanced fixed-and-recurring revenue mix, net revenue retention, average revenue per new client, close rate, blended cost per qualified consult and per closed matter, and revenue by source, amongst other metrics. The scorecard will evolve as the system matures. The expectation will remain constant: clear numbers, honest reporting, visible ownership, and continuous improvement.
Who You Are
You are energized by the opportunity to build where others see uncertainty. You can see the architecture of a revenue organization before every seat, process, and system exists. You also have the operating discipline to turn that architecture into daily execution.
You are both a builder and a closer.
You will design the machine, step into the work, demonstrate the standard, develop the people, and eventually lead the organization from above it.
You're a
trailblazer — motivated by going where your industry hasn't. You are:
A Proven Builder: You have helped build or materially scale a revenue, sales, or go-to-market organization. You can point to the systems you created, the people you recruited, the processes you installed, and the growth that followed.
A Credible Seller: You understand consultative, solutions-based selling and remain comfortable carrying meaningful opportunities yourself. You know how to uncover what a buyer is trying to accomplish, identify what is preventing progress, connect the right solution to the right problem, and move the decision forward with clarity and integrity.
Full-Funnel Fluent: You understand how demand generation, prospecting, qualification, closing, onboarding, retention, and expansion work together. You can lead specialists without pretending every discipline is the same, and you can hold each function accountable for its contribution to revenue.
Strong in Revenue Operations: You understand funnel design, pipeline management, lead routing, forecasting, CRM discipline, dashboards, marketing automation, attribution, outbound systems, and performance analytics. You use technology and AI to improve speed, consistency, insight, and productivity.
Autonomous and Accountable: You take a direction and turn it into a plan. You close loops. You surface problems early. You communicate clearly. You own results. You do not require repeated chasing, reminding, or rescuing.
Fast, Organized, and Decisive: You can operate at a high pace without creating chaos. You establish priorities, make sound decisions with incomplete information, communicate expectations, and keep work moving through change.
Entrepreneurial: You want meaningful responsibilities. You are attracted to the opportunity to create a new capability, influence the direction of a growing company, and participate in the upside created by measurable performance.
Enjoyable to Work With: You combine high standards with emotional intelligence. You are direct, coachable, collaborative, low-drama, and committed to helping others perform at a higher level.
Skills, Knowledge And Expertise
What You'll Bring
Required
A legal background is not required. The ability to build a selling machine and earn the trust of attorneys is. We expect most of the following:
- 10+ years in revenue, sales, or marketing leadership, including having owned a full revenue or go-to-market function end to end.
- A track record of building and scaling. You've taken a revenue or sales organization from a lean start into a robust operation and can point to the systems, team, and growth you personally drove, for example, materially multiplying revenue.
- Full-funnel experience across demand generation, sales and closing, and retention/expansion — ideally on a SaaS/technology or B2B professional-services model. You understand demand generation, qualification, discovery, closing, retention, and expansion.
- Recent hands-on closing experience. You've personally carried and closed deals recently, not only managed the people who do.
- Team-building experience. Recruiting, coaching, and structuring a revenue or quota-carrying team.
- A strong RevOps toolkit. Funnel and pipeline design, CRM and lead-routing discipline, dashboards and data analysis, marketing automation, and multi-channel / volume-based outbound. Comfort with a Salesforce-based stack is a plus.
- A builder-operator mindset. You can set the strategy, work inside the details, and create structure, momentum, and accountability where the full machine does not yet exist.
Bonus: experience shifting a revenue mix toward recurring, fixed, or subscription/membership models; and working within EOS (Rocks, Level 10s, Scorecards).
Why Jimerson Birr
This role offers the chance to create a capability that will materially shape the future of the firm.
You Will Receive
- A direct reporting relationship to the CEO
- A seat on the leadership team
- The authority to design and build the function
- An existing brand, client base, and market presence to build upon
- Leadership committed to modernizing the legal-services model
- The opportunity to recruit and develop your own team
- Competitive executive compensation
- Meaningful performance-based upside
- Professional-development support
- Relocation assistance for the right candidate
- A hybrid schedule based in Jacksonville, Florida
You will join a firm that believes professional growth and exceptional client service reinforce one another. We have found that great work follows when people respect their colleagues, believe in the mission, understand what winning requires, and have the opportunity to keep becoming better.
Build Something That Outlasts You
You have already proven you can sell, lead, and grow. This opportunity asks a bigger question: can you build something that keeps winning long after your fingerprints are no longer on every deal? We are looking for the leader who can turn vision into a system, talent into a team, and momentum into an engine that compounds. The work will be demanding, visible, and consequential. You will be expected to set the standard, carry the weight, make the hard calls, and create a revenue organization strong enough to thrive without depending on any one person, including you. That is the real test of leadership. Build the machine. Build the people. Build the legacy. Disrupt our industry.
Benefits
Join a dynamic team that values professional growth and excellence in legal service. We offer competitive compensation, professional development opportunities, and a supportive work environment dedicated to fostering your success.
We’ve found that the key to doing great work is to love what you do and respect who you do it with. Our atmosphere and award-winning firm culture are collegial and professional, and our shared commitment to professional development is superior to our contemporaries.
Our Core Values Are Simple But Powerful
- Commitment to Service
- Commitment to Quality
- Commitment to Results
If you’re the kind of person who quietly makes things run smoothly, who values stability, accuracy, and trust, you’ll thrive here!
Jimerson Birr is an equal opportunity employer. All qualified applicants receive consideration for employment, and all employees are treated during employment without regard to race, color, sexual orientation, religion, sex, age, national origin, genetic.
