Enterprise Sales Director, Legal & Insurance

Datavant's Legal & Insurance business helps law firms and insurance carriers move cases and claims forward with less friction. We bring together everything that happens to a medical record over the life of a claim: finding out where the records live, retrieving them through a nationwide provider network we own and operate, and turning them into clear, accurate analysis people can act on. That end-to-end reach, from record retrieval and provider canvassing to AI-driven medical record analysis and expert medical opinion, is what sets us apart from vendors who only handle one piece of the process.

Job Summary

Reporting to the SVP of Sales, the Sales Director owns growth across both sides of our market: insurance carriers and their claims organizations, and the legal community, including personal injury, mass tort, and defense firms. This is a full-portfolio role. You will sell record retrieval, provider canvassing, medical record analysis, and expert services as one connected solution, and you will do it inside large, complex accounts where several people touch the decision.

You will build new enterprise relationships, deepen the ones we already have, and work closely with Customer Success and Product so that what you sell gets delivered well and grows over time.

Key Responsibilities

• Own a book of enterprise prospects across insurance carriers and large law firms, and carry the number for both new logo growth and expansion inside existing clients.
• Sell the full Datavant L&I portfolio, record retrieval, canvassing, medical record analysis, and expert medical services, and position it as one connected offering rather than a set of point solutions.
• Build and work a pipeline of large, multi-stakeholder deals, managing the full cycle from first conversation through negotiation, procurement, and close.
• Learn each account's claims or case workflow well enough to show, in their own terms, where our platform takes out cost, delay, and manual effort.
• Cross-sell and expand. Land with one service and grow the relationship into the rest of the portfolio over time.
• Build account and territory plans that map the full buying group inside each carrier or firm, from claims and litigation leaders to operations, procurement, and the C-suite.
• Partner with Marketing and Business Development to build a pipeline and raise our presence with senior buyers on both the insurance and legal sides.
• Work hand in hand with Customer Success and Product to make onboarding smooth and to carry client needs back into the roadmap.
• Represent Datavant at industry events, legal tech conferences, and insurance forums, and use them to open and advance real opportunities.
• Keep your forecast honest and your pipeline current in Salesforce, and stay on top of reporting, weekly plans, and performance reviews.

Required Skills and Qualifications

• Bachelor's degree in business, marketing, or a related field, or equivalent experience.
• 7+ years in enterprise, solution, or consultative sales, with a track record of closing large, complex deals.
• Experience selling into insurance carriers, claims organizations, or law firms, and the range to move between both audiences.
• A working understanding of how medical records, retrieval, and supporting documentation flow through the claims and litigation process, especially in personal injury, workers' compensation, and mass tort.
• Proven success meeting or beating revenue targets in a technology or tech-enabled services environment.
• The ability to sell to senior buyers, including claims executives, managing partners, operations leaders, and procurement.
• Strength in building business cases that show clear ROI and workflow impact, not just features.
• Experience running long sales cycles and getting through legal and insurance vendor approval and procurement.
• Familiarity with AI, analytics, or document automation is a plus.
• Organized and metrics-driven, comfortable owning pipeline, forecast, and quota.
• Strong communication and presentation skills, and the relationship instincts to earn trust with demanding buyers.
• Willingness to travel for client meetings, conferences, and key events.
• A hunter's mindset paired with the patience that enterprise deals require.
• Real curiosity about the client's business, and the discipline to sell consultatively rather than transactionally.
• Confidence and credibility in front of legal and insurance decision makers.
• The ability to take a technical, multi-part solution and explain it in plain business terms.
• Comfort in a fast-moving, growing business, and the accountability to own your number.
• Candidates must be authorized to work in the United States without sponsorship.

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