Head of Sales and Acquisition in City of Westminster

The Head of Sales and Acquisition will lead the firm's sales function, driving growth by developing an expanded sales strategy, managing a high-performing sales team and owning the end-to-end sales pipeline. You'll work closely with senior fee-earners, marketing, digital and client teams to identify opportunities, shape compelling campaigns and convert high-quality leads.

Responsibilities

• Expand remit of sales function to deliver large firmwide leads and help the team to convert them, building out firmwide client profiles.
• Collaborate with Practice Groups and Knowledge Lawyers to understand the key issues and trends to spot campaign opportunities to exploit and develop practice-specific content, products and services.
• Manage the sales team (accountable for team KPIs and performance).
• Lead sales standups and pipeline review sessions to drive opportunities through to close.
• Maintain, track and report on sales pipeline, including leads, MQLs, SQLs and closed won/closed lost opportunities.
• Leverage sales enablement tools to identify buying signals, uncover new opportunities and trigger new campaign ideas.
• Be a data steward and data owner for HubSpot.
• Lead on delivery of sales reporting, processes and pipeline management in HubSpot.
• Be skilled at relationship building to work with and advise senior lawyers across the firm.
• Lead on training in order to upskill lawyers in selling.
• Work closely with Client Service, Intermediaries, GC Relationship Director, Digital Marketing to drive client acquisition and growth.
• Work with marketing team on mid and lower funnel advertising strategy to drive quality leads; create BD-wide strategy for mid and lower funnel activity across social and owned channels, marketing and sponsorship.
• Manage conversion rate optimisation to ensure key campaign landing pages are optimised for conversion, working with sales team, digital marketing and marketing.
• Develop mid and lower funnel integrated comms approach across PR, advertising, SEO and digital (working with digital team).
• Develop and oversee sales campaigns, monitoring ROI and reporting on their contribution to sales.
• Manage sales PPC budget and coordinate fully integrated digital campaigns from planning through to execution.
• Be a "go to" digital advocate – implementing and reinforcing best practices and procedures to make digital lead generation and nurturing campaigns a strong discipline within the firm.

Able to lead a sales function, driving team performance, leading pipeline reviews and moving opportunities through to close.

Qualifications

• Strong experience delivering integrated sales and digital campaigns, including PPC management, ROI tracking and driving measurable commercial outcomes.
• Exceptional stakeholder management skills, with the confidence to advise and collaborate with senior individuals across the firm and to deliver engaging sales training.
• Solid understanding of mid and lower-funnel marketing.
• Demonstrate proficiency with HubSpot.
• Capable of understanding client needs and challenges, and match legal solutions to deliver value.
• Proven experience in developing creative problem-solving approaches and possess strong analytical skills.
• Able to multi-task with strong organisational and project management skills.
• Passionate about fostering strong client and team relationships, and be highly motivated and hard working.
• Have excellent time management and organisational skills, as well as the ability to prioritise and manage competing deadlines.

Contributing to Campaign Sales & BD

• Work collaboratively with all members of the BD team.
• Bring a "can do" and positive attitude to the role.
• Demonstrate an agile approach to work, flexing your style to be able to provide support on a range of activities.
• Be seen as a role model across the Campaign Sales and wider BD team.
• Enhance the reputation of the BD and Campaign Sales team within the firm for its professionalism and for the strategic and distinctive value it provides.
• Offer training and coaching to team members on best practice, as well as share knowledge across the BD team and wider business.

About the Mishcon de Reya Group

The Mishcon de Reya Group is an independent, international professional services business with law at its heart, employing over 1400 people with over 650 lawyers. It includes the law firm Mishcon de Reya LLP and a collection of leading consultancy businesses that complement the firm's legal services. Mishcon de Reya LLP is based in London, Oxford, Cambridge, Singapore, Hong Kong and UAE. The firm services an international community of clients and provides advice in situations where the constraints of geography often do not apply. The work the firm undertakes is cross-border, multi-jurisdictional and complex, centred around three increasingly entwined and connected sectors: The Innovation Economy, Private Wealth and Capital, and Real Estate. The firm is known as a disputes powerhouse with a formidable capacity firmwide for dispute resolution. The Group also includes consultancy businesses MDR Discover, MDR Mayfair (in London, Singapore and Dubai), MDR ONE, and MDRi (in Hong Kong). The Group also includes MDR Lab, which invests in the most promising early stage legaltech companies as well as the Mishcon Academy, its in-house place of learning and platform for thought leadership. In 2024, the Group announced its first strategic acquisition in the alternative legal services market, flexible legal resourcing business Flex Legal. It also acquired a majority stake in Somos, a global group actions management business. We strive to create a fully diverse and inclusive workplace where all our people are empowered to fulfil their potential. We are proud of our agile working culture and are always happy to talk flexible working.