Sales Representative

The Opportunity:

Take your sales career to the next level with vLex, where cutting-edge AI technology meets the world's most extensive collection of legal information. As a Sales Representative (SR) in vLex's Brickell (Miami) office, you'll transform qualified leads from small law firms and free trial users into satisfied customers through a high-velocity sales process. While many companies separate these responsibilities between SDR and AE roles, at vLex, you'll own the entire sales cycle, gaining comprehensive experience that accelerates your career development. This role is ideal for both rising sales talent with exceptional potential and experienced professionals looking to specialize in the rapidly growing LegalTech space.

Unlike traditional sales roles where you'd spend your days cold-calling and hunting for opportunities, at vLex, you'll focus exclusively on warm, qualified leads that have already shown interest in the platform. These motivated prospects come directly from vLex's bar association partnerships, website sign-ups, and free trial users, all of whom are ready for your expert guidance and consultation.

At vLex's Small Law and Online Channel Sales Team, they thrive through three core principles that define their approach:

Play: They embrace curiosity and experimentation in nurturing relationships with trial users. You'll have the freedom to experiment with different presentation approaches, personalize solutions for each law firm's unique challenges, and develop compelling ways to showcase Vincent AI's capabilities. In their high-velocity environment, they value those who can think nimbly and adapt quickly.

Purpose: As an SR at vLex, your work extends far beyond closing deals; you're creating lasting partnerships that transform how attorneys practice law. By helping small firms access sophisticated legal intelligence tools, you're leveling the playing field and enabling better legal outcomes. Each subscription you secure represents a legal professional empowered to work more effectively. Whether you're developing your consultative selling skills or bringing existing legal technology experience, you'll find meaningful purpose in this role.

Potential: vLex invests in their team's continued growth through ongoing product training, sales methodology refinement, and exposure to the evolving legal technology landscape. The consultative selling skills and technical fluency you develop at vLex will enhance your entire professional journey, whether advancing within their organization or throughout your career.

Vincent AI, vLex's groundbreaking legal research assistant, is changing how attorneys find and utilize legal information, making vLex a truly exciting place to build your sales career. Your mission will be to showcase this innovation through compelling product demonstrations, highlighting how vLex's technology saves solo practitioners and small firms (1-10 attorneys) both time and money.

Reporting to Nikolay (Niki) Nedyalkov, Head of Sales, Small Law and Online Channel, you'll enjoy the energetic culture of their Brickell office while developing expertise in legal technology that's transforming an entire industry. If you thrive in fast-paced environments where deals close quickly and you can make a significant impact from day one, this opportunity is perfect for you.

What You'll Do: Engage, Demo, Convert 🎯

• Convert Warm Leads: You will take charge of qualified inbound leads from bar associations and trial users, guiding them through a streamlined sales process. You will respond quickly to inquiries, build rapport with potential customers, and position yourself as their trusted advisor from first contact to close.
• Nurture Free Trial Users: You'll proactively engage with users during their free trial period, ensuring they experience maximum value from the platform. By understanding their specific research needs and pain points, you'll demonstrate how vLex can transform their practice and convert these trial users into paying customers.
• Conduct Compelling Demos: You will deliver engaging demonstrations of the vLex platform and Vincent AI, tailoring each presentation to address the specific needs of small law firms. You will show attorneys how vLex's AI-driven research tools will make their practice more efficient and effective.
• Own the Full Sales Cycle: You will manage every step from initial discovery call to negotiation and closing. You will assess customer needs, recommend the right subscription plan (monthly vs. annual), address pricing concerns for budget-conscious small firms, and secure commitments.
• Achieve and Exceed Targets: You will consistently meet or surpass your monthly and quarterly goals for new subscriptions and revenue. You will thrive in vLex's high-velocity sales environment, often closing deals in a single call while building a healthy pipeline of future opportunities.
• Master Pipeline Management: You will stay organized and proactive with vLex's CRM system, tracking lead status, documenting detailed notes, and ensuring timely follow-ups. You will prioritize your opportunities effectively, keeping the sales engine running smoothly. Unlike typical SDR roles with just prospecting responsibility or AE roles with just closing, in this full lifecycle position, you'll develop valuable skills across the entire sales process.
• Collaborate Across Teams: You will work closely with vLex's SDR team and provide valuable feedback to the product and marketing teams. You will share insights from customer conversations, highlighting what prospects love and what objections arise, to help refine their approach and offerings.

What You've Done: Sold, Thrived, Adapted 🏆

• Sales Success: You have 2+ years of experience in a fast-paced sales role (ideally SaaS or tech) where you consistently hit or exceeded your targets. You have demonstrated comfort managing multiple opportunities simultaneously and proven your ability to close business efficiently.
• High-Velocity Wins: Your background includes selling to SMB or small clients with shorter sales cycles. You understand how to balance speed and quality, closing deals quickly without sacrificing the consultative approach that builds long-term customer satisfaction.
• Demo Excellence: You have mastered the art of presenting products and communicating value effectively. You have run engaging demonstrations that translate features into benefits, tailoring your approach to different audience needs and concerns.
• Tool Proficiency: You have utilized CRM systems (like Salesforce or HubSpot) to manage your pipeline and track customer interactions. You are comfortable with digital selling tools and meeting platforms that maximize your efficiency.
• Education & Initiative: You have a Bachelor's degree or equivalent experience, but most importantly, you have shown a commitment to continuous improvement through self-directed learning, whether through sales training programs or professional development.

What Sets You Apart: Potential, Drive, Curiosity 💫

• Genuine Curiosity: You ask thoughtful questions and listen intently to understand others. Your natural inquisitiveness drives meaningful conversations that uncover needs and build relationships.
• Driven & Goal-Oriented: You set ambitious targets for yourself and pursue them relentlessly. Hitting quota is just your baseline; you're constantly aiming higher and energized by the challenge of exceeding expectations.
• Customer Empathy: You connect authentically with clients, taking time to understand their challenges. You listen to the unique pain points of solo attorneys and small firms (time constraints, budget limitations, information overload, etc.) and position solutions that genuinely address their needs.
• Fast Learner: You absorb new products, industries, and concepts quickly. The prospect of mastering Vincent AI and understanding legal research workflows excites you, as you enjoy building expertise in specialized areas.
• Resilient & Positive: You maintain a composed, optimistic attitude through the natural ups and downs of sales. When deals don't close, you bounce back quickly, learn from the experience, and move forward with renewed determination.
• Collaborative Team Player: You thrive in team environments, sharing successful tactics and learning from colleagues. You recognize that collective success benefits everyone and actively contribute to a positive, supportive sales culture.
• Domain Knowledge (Preferred): You have experience in legal technology or selling to legal professionals. While not required, familiarity with legal concepts and terminology gives you a head start in understanding the world of vLex's customers.

The Hiring Process: Your Path to Joining vLex 🔑

• Stage 1 (Hiring Manager Interview): Engage in a focused 45-minute video conversation with Niki, Head of Sales - Small Law. This discussion will delve into your approach to sales excellence, product demonstration abilities, and how you envision showcasing Vincent AI to free trial users and qualified prospects. Niki will share insights about vLex's sales philosophy, career progression opportunities, and how you'll contribute to their continued success.
• Stage 2 (On-Site Interview & Role Play): Visit vLex's energetic Brickell office for an immersive experience where you'll meet directly with Niki and potentially other team members. You'll participate in a realistic sales role play exercise demonstrating how you'd engage with trial users, uncover their needs, and move them toward a demonstration. This gives you the opportunity to showcase your communication skills in action while also experiencing the vibrant culture and collaborative workspace firsthand. You'll have time to ask questions about the day-to-day experience and get a feel for the environment where you'll develop your sales career.
• Stage 3 (Final Steps & Onboarding): After confirming mutual interest, vLex will conduct brief reference conversations before extending a formal offer. Upon acceptance, you'll begin a comprehensive onboarding program carefully designed for new team members. This thorough training will build your knowledge of legal research concepts, vLex platform capabilities, and effective sales techniques, ensuring you're fully equipped to provide exceptional guidance to legal professionals from the start.

What's In It For You: Achieve & Grow with Us 🚀

• 💰 Competitive Compensation: You will earn a base salary of $70,000 with uncapped commission potential, creating an on-target earnings (OTE) package of $140,000+. vLex's straightforward 50/50 base-commission split rewards your success, with no ceiling on what top performers can earn. Top performers who hit 150% of quota can earn $100,000+ in variable commission alone, making this a truly lucrative opportunity.
• 🏥 Comprehensive Benefits: You will enjoy full healthcare coverage including medical, dental, and vision plans. vLex also offers pet insurance because they understand your furry family matters too. You'll have access to a 401(k) retirement plan with company matching to help build your financial future.
• 🏖 Work-Life Balance: You will recharge with vLex's generous PTO policy covering vacation, personal days, holidays, and sick leave. They encourage their team to take time off to maintain peak performance and celebrate their successes.
• 🏢 Vibrant Brickell Location: You will work from vLex's modern office in Miami's dynamic Brickell district, with its energetic atmosphere, collaborative environment, and amenities (including great spots for client meetings and team celebrations).
• 🌎 Global Connections: While based in Miami, you will interact with colleagues worldwide, gaining international perspective and being part of a diverse team that's revolutionizing legal research globally.
• 📈 Growth Potential: You will join at an exciting growth stage with clear advancement paths. Success in this SR role (which combines both SDR and AE responsibilities) can lead to senior sales roles, team leadership, or exploration of other professional paths within the rapidly expanding vLex organization.
• 💛 Meaningful Impact: You will help legal professionals access critical information that directly impacts their cases and clients. Your work enables attorneys to serve their clients more effectively, creating real-world impact through the technology you sell.

About vLex:

vLex is a global legal intelligence platform providing professionals with access to the most extensive collection of legal and regulatory information in the world. Founded over 20 years ago and recently strengthened through their merger with Fastcase, they've grown to serve thousands of law firms, government agencies, and corporate legal departments across more than 100 countries.

At the heart of their innovation is Vincent AI, their cutting-edge legal research assistant that helps legal professionals find relevant information faster than ever before. vLex's commitment to technology has earned them recognition as one of the most innovative companies in legal tech.

They're a truly global team with offices strategically positioned to support their international client base. The small law division represents a tremendous growth opportunity, as it comprises approximately 85% of the legal market, making this role particularly significant to the company's continued success.