Sales Manager - LA

Orbital is the AI platform for real estate legal work. Real estate shapes the world around us: our homes, our workplaces and our cultural landmarks. It’s the infrastructure that powers everyday life and is the world's largest asset class. Yet behind every single deal, real estate and legal teams work hard to navigate decades-old complexity; manually connecting documents, hidden obligations, geo-spatial context, and multiple parties into a path forward. We connect the legal and physical record, so that path is clearer than ever before. Our mission is to make real estate transactions faster, clearer, and less manual. Here, you'll be part of changing how the deals behind the largest asset class get transacted, and will help shape the future of real estate. A bit about us: 🚀 We’re building at the forefront of AI technology, without losing the deeply human expertise our clients depend on. 🏢 Orbital is built with former practising real estate lawyers and 250+ years of combined legal expertise. We're purpose-built for the complexity of real estate: accelerating due diligence, drafting and negotiation, and deal coordination with legal-grade precision. 💰 We've just raised a $60m Series B, led by Brighton Park Capital, to accelerate our global expansion – $75m raised to date. 🤝 We're trusted by 5,000+ real estate professionals, spanning UK Magic Circle and US Am Law 100 firms, to household names like M&S. Leading firms like BCLP, Orrick, Goodwin, Womble Bond Dickinson and Clifford Chance rely on Orbital to remove the busywork, freeing legal and real estate teams to focus on sharp judgment, standout client service, and closing deals faster. 💡 Working at Orbital means joining a bold, ambitious team, with the trust to take ownership and make a real impact from day one. THE ROLE We are looking for a Los Angeles-based Sales Manager to build and lead our founding Account Executive team. This is a role for someone who thrives on building from scratch: hiring the right people, establishing a strong sales culture, and raising the bar on execution from the ground up. This is not a role where you inherit a playbook. You'll help write it. This role reports directly to our Sales Director, working closely with RevOps, Sales Enablement, and Marketing, as well as our NYC Sales Manager as we scale our US presence. This is a critical founding hire. This person will be central to establishing Orbital's West Coast presence and shaping how we sell as we scale post-Series B.   WHAT YOU'LL DO HIRING AND TEAM BUILDING (PRIMARY FOCUS, ESPECIALLY IN THE FIRST 6 MONTHS) - Lead the hiring of Orbital's West Coast Account Executives, from sourcing through offer. - Own the AE interview process: structured assessments, scorecards, and unbiased debriefs. - Partner with Talent to build a rigorous, repeatable hiring process that sets a high bar and leads to strong outcomes. - Contribute to onboarding design for new LA AEs in partnership with Sales Enablement. - Build a culture of accountability, high performance, and continuous improvement from day one. TEAM LEADERSHIP AND COACHING - Directly manage and develop your growing team of Account Executives. - Run structured 1:1s, pipeline reviews, deal reviews, and forecasting cadences. - Diagnose performance gaps and deliver targeted coaching on discovery, demos, objection handling, BAMFAM, and deal progression (including MEDDPICC). - Improve AE ramp time and first-year quota attainment through hands-on coaching and structured development plans. SALES EXECUTION AND PROCESS - Own pipeline hygiene and forecasting accuracy for your team (using MEDDPICC). - Drive consistent execution of our sales process from qualification through close. - Ensure CRM (HubSpot) discipline: deal stages, qualification criteria, and activity standards. - Partner with RevOps on pipeline coverage, deal health metrics, and forecast inputs. - Identify and address choke points in the sales cycle (currently averaging ~42 days). CROSS-FUNCTIONAL COLLABORATION - Work with Sales Enablement on training priorities, skill gaps, and enablement content. - Collaborate with Marketing on ABM campaigns, messaging, and pipeline generation. - Partner with the Legal Solutions team on deal support, pre-sales motions, and complex deal strategy. - Provide field feedback to Product on customer needs, objections, and competitive dynamics. - Coordinate with the NYC Sales Manager to share learnings and maintain consistency in how we sell nationally.   WHAT WE'RE LOOKING FOR MUST-HAVES - Proven experience managing a team of Enterprise B2B SaaS AEs (3+ years in a management role). - Track record of building or significantly scaling a sales team, ideally from a founding or greenfield position. - Consistent record of meeting or exceeding team quota. - Strong coaching skills: able to diagnose skill gaps and deliver practical, actionable feedback. - Experience with structured hiring processes and a demonstrable track record of making strong hires. - Proficiency with CRM tools (HubSpot preferred) and pipeline management. - Comfort operating in a high-growth, scaling environment where process is still being built. - Based in or willing to relocate to Los Angeles for a 3-day-a-week in-office culture. - Demonstrated ability to learn and credibly articulate complex or technical subject matter. Our AEs sell into the legal and real estate market, and managers need to understand the domain well enough to coach effectively on deal strategy, objection handling, and positioning. NICE-TO-HAVES - Experience selling into legal, real estate, or regulated industries. - Experience with complex, multi-stakeholder enterprise sales cycles. - Familiarity with AI/technology products. - Experience scaling a sales team through a Series B or similar growth phase. - Exposure to MEDDIC, MEDDPICC, or similar qualification frameworks. - Existing network or market experience on the West Coast.   WHAT SUCCESS LOOKS LIKE 30 days: Understand Orbital's product, market, customers, and sales process. Build relationships with the NYC AE team and cross-functional partners. Shadow deal reviews and pipeline calls. Begin partnering with Talent on AE sourcing strategy and hiring criteria. 60 days: Active involvement in AE hiring: interviewing candidates, refining scorecards, making first hires. Define the onboarding plan for incoming AEs. Establish coaching and pipeline review cadences with early team members. 90 days: Your first AEs hired and ramping. Full coaching rhythms in place. Pipeline hygiene standards established. Forecast inputs being delivered consistently. Clear plan for the team you're building and the culture you're establishing. BENEFITS & SALARY - 401(k) Plan: Match 100% of contribution up to 4% of salary. - PTO: 20 days of vacation per year, plus additional personal days as detailed in our internal handbook. - Health Insurance: Competitive medical, dental, and vision plan. - Professional Development: $1,200 stipend per year to spend on development resources. - Commuter Benefits: Allocate pre-tax earnings to cover eligible commuting expenses. - In-Office Perks: Late night office dinner and weekly team meals. - Salary: $150,000–$176,400 base salary + commission. 🔒 Security is everyone’s responsibility at Orbital. We ask all team members to follow our security policies, complete regular awareness training, and handle sensitive data with care in line with ISO 27001 standards. Spot something unusual? Reporting risks or incidents quickly helps us maintain the strong culture of security and compliance we all depend on. 💡 At Orbital, we’re committed to building a diverse and inclusive team. We especially welcome applications from people who are traditionally underrepresented in tech. Even if you don’t meet every single requirement, or if the right role isn’t listed yet, we’d still love to hear from you. 💰 This hiring range is a reasonable estimate of the base pay range for this position at the time of posting. Pay is based on several factors, which may include job-related knowledge, skills, experience, and business requirements. Everyone who works with Orbital goes through background screening before they start. It's part of how we keep Orbital secure, for the people who work here and for the client information we're trusted with.