Actionstep

• Own the Salesforce architecture as the source of truth for the GTM engine. Ensure account, contact, opportunity, and product data are clean, structured, and AI-ready. • Own lead management end-to-end: lead routing, qualification gates, hand-offs across SDR / AE / partner motions, and the SFDC plumbing that supports each stage. • Build account and prospect scoring models that improve targeting and prioritization. Lead ICP definition inside Salesforce, in partnership with Marketing. • Own data enrichment, attribution, and the integrations that connect Marketing automation, intent signals, and the rest of the GTM tech stack into Salesforce. • Govern the GTM tech stack (Salesforce, Outreach, 6sense, Proposify, DocuSign, Ortto, and adjacent tools). Drive adoption, ROI, and continuous improvement. • Identify and remove process bottlenecks. Build a scalable foundation that enables growth without proportional increases in headcount or operational complexity. • Lead the build-out of AI-enabled GTM capability across the customer acquisition process: prospecting, research, enrichment, account scoring, lead qualification, campaign execution, forecasting, reporting, and decision support. • Coordinate sales forecasting, planning, budgeting, and quota-setting processes. Ensure targets are realistic, fair, and aligned with company strategy. • Partner with Marketing on lead management, routing, attribution, and ICP definition. • Manage and develop the Sales Operations Analyst, delegating tactical Salesforce administration and marketing operations work appropriately.

Role Description The Senior Director of Revenue Operations is responsible for building the operating system that powers Actionstep’s GTM engine across Sales and Marketing, and for putting AI to work in how that engine runs day to day. The role owns the full revenue lifecycle — from lead routing and outbound motion through renewal and expansion — and is the strategic partner to the CRO, Sales, Marketing, Customer Success, Sales Enablement, and Finance orgs. This is not a maintenance role, but it is also not a blank-canvas build: you will inherit a working stack and one analyst, and your job is to take the GTM engine from functional to exceptional. What You Will Be Doing - Optimize the GTM Operating System - Own the Salesforce architecture as the source of truth for the GTM engine. Ensure account, contact, opportunity, and product data are clean, structured, and AI-ready. - Own lead management end-to-end: lead routing, qualification gates, hand-offs across SDR / AE / partner motions, and the SFDC plumbing that supports each stage. - Build account and prospect scoring models that improve targeting and prioritization. Lead ICP definition inside Salesforce, in partnership with Marketing. - Own data enrichment, attribution, and the integrations that connect Marketing automation, intent signals, and the rest of the GTM tech stack into Salesforce. - Govern the GTM tech stack (Salesforce, Outreach, 6sense, Proposify, DocuSign, Ortto, and adjacent tools). Drive adoption, ROI, and continuous improvement. - Identify and remove process bottlenecks. Build a scalable foundation that enables growth without proportional increases in headcount or operational complexity. - Partner with the in-flight Q2C redesign engagement on order form, cross-sell amendment workflow, and Salesforce-to-NetSuite integration improvements. - Drive AI-Enabled Revenue Execution - Lead the build-out of AI-enabled GTM capability across the customer acquisition process: prospecting, research, enrichment, account scoring, lead qualification, campaign execution, forecasting, reporting, and decision support. - Embed AI into the daily workflows of Account Executives and SDRs via Outreach, Agentforce, Claude, and new tools as they arrive. Drive measurable improvements in ramp time, attainment, win rates, and bookings per rep. - Build automated research and enrichment workflows that reduce manual prospecting effort while increasing personalization quality across outbound campaigns. - Integrate AI-driven insights into the sales process to strengthen messaging, qualification, and opportunity strategy, with appropriate human review and control. - Sales Planning, Forecasting, and Analytics - Coordinate sales forecasting, planning, budgeting, and quota-setting processes. Ensure targets are realistic, fair, and aligned with company strategy. - Lead territory modeling, quota design, and capacity planning using data-backed scenario analysis. - Build and maintain dashboards for both executive and operational audiences — covering ARR growth, pipeline health, territory performance, forecast accuracy, and retention for leadership and the board, and pipeline movement, attainment, deal age, win rates, source, size, and cross-sell vs. standalone for sales leadership. - Partner with Finance and HR on sales compensation plan design and administration; drive desired behaviors while maintaining fairness and clarity. - Define and track measurable KPIs for the revenue function. - Cross-Functional Partnership - Operate as a trusted strategic partner to all Sales VPs, the CRO, and Marketing leadership across regions. Become the first call for strategic revenue operations questions. - Partner with Marketing on lead management, routing, attribution, and ICP definition. - Partner with Customer Success on retention and expansion data, process, and tooling to drive NRR. Ensure the post-sale side of the engine is as well-built as the new-business side. - Partner with Sales Enablement on enablement program design and rollout, AE onboarding, and tool adoption. - Partner with Finance and Accounting on forecasting, quote-to-cash, and revenue recognition. - Represent Revenue Operations in ELT-level conversations that shape revenue strategy. Lead or co-lead cross-functional revenue initiatives (pricing and packaging, cross-sell amendment build, M&A integration on the GTM side). - People Leadership - Manage and develop the Sales Operations Analyst, delegating tactical Salesforce administration and marketing operations work appropriately. - Set clear expectations, deliver consistent structured coaching and feedback, and define ownership boundaries that free your capacity for strategic work. - Build the function’s bench over time as the company scales. - Undertaking any other reasonable duties as required Qualifications - 7 to 10 years of Revenue Operations or Sales Operations experience in a B2B SaaS company, with at least 3 years in a leadership role managing direct reports. - Demonstrated interest in building AI-enabled selling capability to produce measurable productivity gains. - Deep Salesforce expertise; comfortable architecting and reviewing the platform. - Track record of partnering effectively with senior sales leadership (VPs and CRO-level) as a peer. - Track record of connecting and governing a modern GTM tech stack (Salesforce as source of truth, plus tools such as Outreach, ZoomInfo, 6sense, DocuSign, and proposal tooling) to ensure reliable data flow, intelligent automation, and scalable reporting. - Experience building executive and board-level dashboards. - Experience with territory modeling, quota design, and capacity planning using data-backed scenario analysis. - Strong written and verbal communication, especially when translating between sales, marketing, and finance audiences. - Direct, accountable, and resilient under change. Receives feedback well and defaults to curiosity. Preferred - Vertical SaaS experience (legal tech especially, or other regulated / professional-services verticals). - Experience with ZoomInfo, DealHub, or comparable category tools. - Experience with Agentforce, Attention, Anthropic Claude, Clay, or other agentic tooling in a production sales environment. - Experience with NetSuite, Zone Billing, ASC 606 revenue recognition, and Salesforce-to-NetSuite integration via Celigo or comparable middleware. - Experience with Salesforce Revenue Cloud Advance (RCA) or equivalent CPQ tooling. - Experience leading a Salesforce or RevOps redesign engagement with an external partner. - Experience scaling Revenue Operations from approximately $50M to $200M+ revenue. - Experience supporting cross-sell motions in a multi-product environment. Who You Will Work With - Reports To: VP of Finance with a strong partnership / dotted-line relationship to the CRO Benefits - Robust medical, dental, vision offerings - 401K with company match - Flexible working and PTO - Take your birthday off - Frequent team building events - Fantastic training and development opportunities

• Own the outbound pipeline. Generate £2M+ of qualified pipeline annually through targeted outreach, events, referrals, networking, and partnerships across the UK legal market. • Build the playbook. This is a new role - you will define and document how Actionstep does outbound in the UK. Test what works and sharpen it over time. • Qualify with precision. Identify and qualify prospects against Actionstep's ideal customer profile, so Account Executives receive opportunities that are genuinely closeable. • Partner with Account Executives. Run clean handoffs with full context; stay close to deal outcomes to continuously improve lead quality. • Own your market. Build a deep network across UK law firms; represent Actionstep at industry events, conferences, and networking forums. • Report on what matters. Track pipeline metrics, analyse what is working, and bring clear recommendations to the Sales Director.

• Lead, coach, and develop a global team, including performance management, prioritization, accountability, and professional development. • Drive operational consistency, communication standards, and execution expectations across the function. • Support workload balancing, resource coordination, and operational decision-making across the team. • Provide guidance and support to team members navigating complex partner situations, delivery challenges, and escalations. • Foster a high-accountability, collaborative, and solutions-oriented team culture. • Act as a senior escalation point for partner, customer, and delivery-related concerns, helping drive timely and effective resolution. • Support the team in managing partner accountability, delivery risks, operational blockers, and implementation-related challenges. • Build strong working relationships with partners and internal stakeholders to support successful delivery outcomes across the partner ecosystem. • Reinforce operational expectations, implementation methodologies, and delivery best practices across partner engagements. • Maintain a suite of tools that provide visibility / dashboarding across partner onboarding activities, active engagements, escalations, and operational health indicators. • Help identify operational gaps, recurring delivery issues, process inefficiencies, and scaling challenges across the partner ecosystem. • Work functionally with Partner Success to drive continuous improvement initiatives focused on delivery coordination, onboarding effectiveness, operational consistency, and partner experience. • Support reporting, governance activities, operational reviews, and delivery visibility across the Services organization. • Help ensure the function scales effectively as the partner ecosystem and services organization continue to grow globally.

Role Description Actionstep is seeking an experienced Manager of Partner Operations to lead a global team of Partner Operations Specialists that trains, certifies, supports, and reports on our Actionstep Certified Partner (ACP) ecosystem to ensure success. This role is responsible for the day-to-day leadership of the Partner Operations function, including: - People leadership - Escalation management - Operational execution - Reporting and delivery consistency across partner-led engagements This person plays a key role in ensuring successful partner onboarding, operational readiness and effectiveness, delivery coordination, and accountability across Actionstep’s services ecosystem. Success in this position will require strong people leadership, operational judgment, and stakeholder relationship management in a fast-moving and evolving environment. Qualifications - 5+ years of experience in delivery operations, services operations, implementation management, partner operations, or similar customer-facing operational leadership roles. - Proven experience leading and developing partner, customer-facing, or operational teams in SaaS, technology, or professional services environments. - Experience managing escalations, operational risk, and complex stakeholder situations involving partners, customers, and cross-functional teams. - Strong experience coordinating operational delivery activities across multiple concurrent engagements and stakeholders. - Demonstrated ability to drive accountability, operational execution, and process consistency in fast-moving environments. - Strong communication, organizational, leadership, and problem-solving skills. Requirements - A strong people leader who can coach, develop, and hold teams accountable in fast-paced operational environments. - Calm and confident under pressure, with the ability to manage difficult conversations, escalations, and competing priorities professionally. - Operationally minded, with strong organizational judgment and the ability to bring structure and consistency to evolving environments. - Skilled at balancing relationship management with accountability and execution. - Comfortable operating independently with limited oversight while collaborating effectively across global teams. - Adaptable, pragmatic, and solutions-oriented, with strong follow-through and decision-making capability. - A strong communicator who can build credibility with partners, leadership, and cross-functional stakeholders. Benefits - Robust medical, dental, vision offerings - 401K with company match - Flexible working and PTO - Take your birthday off - Frequent team building events - Fantastic training and development opportunities - 140-150k Salary Range

Our partner community needs to grow, scale and deliver. Partners are a steady and high-quality source of leads and new sales at Actionstep and the continued fuelling of this relationship will be a major part of our growth. We would like to increase the mix of new ARR delivered through our partner communities. This role will spearhead this drive. Our partner community is made up of three types of partnerships: - Actionstep Certified Partners (ACPs) are our most vital partners — implementing, supporting, and selling to customers through trusted advisor relationships in their markets. Their high-quality leads and strong execution drive customer satisfaction and referrals, with 50–80% of new ARR expected from these revenue-share partnerships - Referral Partners are influencers, trusted advisors, or professional services firms who actively and credibly recommend Actionstep to clients and prospects. - Integration partners (ISV’s)have technical integrations with Actionstep. These partnerships are primarily lead generation relationships, with the more strategic ISV’s engaging in co-selling and co-marketing. NetDocuments and iManage are examples. Sales enablement and co-marketing will be important ways by which we attract, retain, and grow our partners businesses and enable a mutually beneficial relationship. The Partner Director, Canada is the front end of developing and executing partner strategy, and will work closely with Sales, Marketing, Services / Partner Enablement, Sales Ops, and the wider Partner team to ensure we achieve our growth goals. The Partner Director, Canada will provide management of Actionstep’s Partners including partner sales bookings, expansion programs, identification of needs, organization of support, relationship management, escalations, issue resolution, governance, co-marketing programs, and all other aspects of partner account management.

Role Description Our partner community needs to grow, scale and deliver. Partners are a steady and high-quality source of leads and new sales at Actionstep and the continued fuelling of this relationship will be a major part of our growth. We would like to increase the mix of new ARR delivered through our partner communities. This role will spearhead this drive. Our partner community is made up of three types of partnerships: - Actionstep Certified Partners (ACPs): Our most vital partners — implementing, supporting, and selling to customers through trusted advisor relationships in their markets. Their high-quality leads and strong execution drive customer satisfaction and referrals, with 50–80% of new ARR expected from these revenue-share partnerships. - Referral Partners: Influencers, trusted advisors, or professional services firms who actively and credibly recommend Actionstep to clients and prospects. - Integration Partners (ISVs): Have technical integrations with Actionstep. These partnerships are primarily lead generation relationships, with the more strategic ISVs engaging in co-selling and co-marketing. NetDocuments and iManage are examples. Sales enablement and co-marketing will be important ways by which we attract, retain, and grow our partners' businesses and enable a mutually beneficial relationship. The Partner Director, Canada is the front end of developing and executing partner strategy, and will work closely with Sales, Marketing, Services / Partner Enablement, Sales Ops, and the wider Partner team to ensure we achieve our growth goals. The Partner Director, Canada will provide management of Actionstep’s Partners including: - Partner sales bookings - Expansion programs - Identification of needs - Organization of support - Relationship management - Escalations - Issue resolution - Governance - Co-marketing programs - All other aspects of partner account management In this role, you will be accountable for: - Driving the overall partner revenue channel in Canada - Maintaining positive, loyal relationships with partners to build reputation and support brand awareness in our chosen markets - Developing a right-sized cohort of quality in-market partners to ensure successful customer implementations and integration experiences using Actionstep - Being the lynchpin for product, marketing, sales, prospects, and clients in relation to partner engagement and ongoing partner activities Areas of focus include: - Own the full lifecycle of partner relationships that drive greater than budgeted revenues of the following kinds: - ACP generated Actionstep ARR - Co Sell / Referral Partners ARR - Collaborate closely with ISV team to enable clip the ticket revenues from 3rd parties who integrate with Actionstep and benefit from access to the Actionstep customer base. - Marketplace revenue share - Prepare annual partner budgets and deliver Quarterly Business Reviews for Partnerships to the Actionstep Leadership Team (ALT) - Collaborate with Sales and Marketing to identify co-marketing opportunities and develop campaigns and activities that will build the Actionstep brand and widen access to our target audiences, including participating in industry events, webinars, and user groups. - Support the Sales Team as needed during the pursuit of a prospect, while also ensuring ACP Rules of Engagement guidelines are followed for their region. - Work closely with the Services team to escalate any challenged implementations and to maintain a list of Certified Partners in the region. - Maintain accurate partner-generated pipeline data in Salesforce, manage Canadian partner relationship management systems and partner portal (scope to be defined), and coordinate with the sales team on geo-specific partner relationships. - Implement and maintain regular communications with our partner network via virtual townhalls, 1:1 check-ins, and newsletters. - Work closely with Marketing and Sales to provide access to marketing assets and develop required partner enablement materials. - Partner with the Product team to understand prioritized product gaps, identify partners to address them in ways that benefit customers and/or generate revenue, and develop business cases for Product Management approval. - Share partnership ecosystem insights with Marketing, Product, and Sales teams to drive Actionstep's market momentum. - Work closely with Finance / Accounts and provide input/review Partner Commissions. Qualifications - Proven experience in partner management and strategy development - Strong communication and relationship-building skills - Ability to collaborate across teams and functions - Experience with Salesforce or similar CRM systems Requirements - Experience in a similar role within the technology sector - Understanding of partner ecosystems and revenue generation - Strong analytical skills and ability to manage budgets - Willingness to travel as needed Benefits - Robust medical, dental, vision offerings - RRSB with company match - Flexible working and PTO - Take your birthday off - Frequent team building events - Fantastic training and development opportunities

• Build and maintain a tiered partner model • Develop standardized co-marketing frameworks, campaign toolkits, and campaigns-in-a-box • Train and equip partner managers to have marketing conversations • Develop and own the partner enablement program • Work with Marketing Operations and the CRO's team to build clean attribution for partner-sourced and partner-influenced pipeline

Partnerships and professional associations are a primary growth engine for Actionstep. Current run-rate is the floor, not the ceiling — but it will not grow without dedicated ownership. This role exists to take the channel from a high-performing but loosely structured revenue source to a repeatable, scalable growth engine.  You will build the co-marketing infrastructure, partner enablement systems, and attribution frameworks that turn our partner and association network into a force multiplier — one that operates across North America, the UK, and Australia/New Zealand. You will work in close alignment with the Chief Alliances Officer and serve as the marketing counterpart to the alliances org, building what the channel needs to generate, qualify, and close mid-market pipeline.    CORE RESPONSIBILITIES  - Partner Ecosystem Architecture: In close partnership with the CAO and Alliances team, build and maintain a tiered partner model that concentrates resources on the highest-yield relationships — prioritizing strategic mid-market consultants, implementation partners, technology integrators , and professional associations (ALA, ILTA, ABA). Define what "active" means at each tier and create the activation criteria that move partners between tiers.  - Co-Marketing Infrastructure: Develop standardized co-marketing frameworks, campaign toolkits, and campaigns-in-a-box that allow partners to generate demand within their own networks with minimal friction and consistent messaging. Build the MDF program from the ground up — criteria, allocation logic, co-investment requirements, and direct ROI tracking at the opportunity level.  - Internal Partner Manager Enablement: Train and equip the CAO's partner managers to have marketing conversations with partners. Build the internal playbook, messaging guides, and objection-handling tools the alliances team needs to position co-marketing opportunities, set expectations, and hold partners accountable to activation milestones.  - Partner-Facing Enablement: Develop and own the partner enablement program, ensuring implementation consultants and association influencers are fluent in the Actionstep mid-market narrative and can carry it independently. Partners should be able to close the credibility gap in conversations where we are not in the room.  - Pipeline Attribution and Reporting: Work with Marketing Operations and the CRO's team to build clean attribution for partner-sourced and partner-influenced pipeline. Define shared definitions for partner-sourced vs. partner-influenced. Build the cadence for reporting to the CMO and CAO, including the metrics used at QBR and board-level reviews.

• Ready to make the best career decision of your life? • If OTE of £150K is what attracted you to this role then we’re probably not going to be a good match. • Actionstep UK is innovating and growing faster than anyone else in the legal practice management software space. We’ve grown 10x in 3 years and continue to grow 25% each quarter. • Yes, we have a market-leading SaaS solution BUT what sets us apart is our people. Our team is world class - highly-focused, strategic, resourceful, creative and entrepreneurial. • And these are the traits we are looking for in our new UK Sales Account Executive. • This is a rare opportunity to join something very special. We are a compact team with high-focus generating phenomenal results. Our solution is trusted & solves many pain points for legal firms, so we are looking for a consultative-focused Sales Consultant who can prosper by creatively solving problems vs quick-fire transactional selling… Ready to make the best career decision of your life? • The planets have aligned for Actionstep and if you're content with our forecasted £150K OTE you’re simply not geared up to maximise the full scale of the opportunities that await. If however, the prospect of earning £250K excites and motivates, then we’re aligned and we’d love to hear from you. • We want people who want to build something, scale their career 2-3 times faster, and are not ashamed to want to make some money in the process. • Ready to be part of something awesome?