American Arbitration Association
Vice President, DDRC Sales & Client Onboarding
American Arbitration Association, Charlotte, North Carolina, United States, 28245
Overview
The Vice President, DDRC Sales & Client Onboarding will drive growth and adoption of the American Arbitration Association's (AAA) Digital Dispute Resolution platform (DDRC), an AI-native solution launching in Q4 2025. This role will collaborate with AAA’s Product, Business, Marketing, and Operations industry-vertical teams (e.g., construction, healthcare) to pursue new market opportunities, proactively identify high-potential leads, build strategic partnerships, develop compelling sales collateral, manage end-to-end sales cycles, and ensure seamless client onboarding. Work Environment
This position offers a hybrid work arrangement; candidates must reside in the U.S. within 125 miles of their assigned office location. Compensation will be determined based on geographic location and includes a 20% incentive target. Compensation
New York, NY | San Francisco, CA: $185,000 to $200,000 Boston, MA | Los Angeles, CA: $164,500 - $184,000 Chicago, IL | Philadelphia, PA | San Diego, CA | Voorhees, NJ: $158,000 - $176,000 Houston, TX | Johnston, RI | Minneapolis, MN: $151,000 - $169,000 Atlanta, GA | Buffalo, NY | Dallas, TX | Fresno, CA: $148,000 - $166,400 Charlotte, NC | Miami, FL | San Antonio, TX: $140,000 - $157,000 Key Responsibilities
Proactive Sales Strategy and Execution: Lead the end-to-end DDRC sales cycle, including data analysis for prospect identification, proactive outreach, proposal development, product demos, negotiation, and deal closure. Be the first point of contact for all leads, coordinating leads with business sponsors into the DDRC product. Respond to beta client inputs from initiation to completion. Research market trends, competitive intelligence, and customer insights to develop and refine the DDRC sales strategy. Actively seek out early adopters and first-mover clients who can benefit from DDRC’s value proposition. Develop and maintain a robust sales pipeline, clearly defining target criteria and prioritizing high-potential leads. Create strategic account plans for prioritized leads, including identifying client needs, competitors, and estimated financial impact. Collaborate cross-functionally with Product, Business, Marketing, and Operations teams to create compelling sales collateral and ensure seamless client onboarding. Act as the integration point between DDRC sales initiatives and AAA’s core dispute resolution services, ensuring messaging, positioning, and operational handoffs are aligned. Lead training workshops for AAA client-facing staff to ensure understanding of DDRC’s value proposition, differentiators, and integration points for effective opportunity identification and cross-selling. Partnership Development: Work with Alliance and GTM teams to identify, establish, and nurture strategic ecosystem partnerships (e.g., law firms, referral and distributor organizations). Cultivate relationships with influential stakeholders (e.g., industry associations) to enhance market presence and credibility. Performance Monitoring & Optimization: Utilize CRM tools (e.g., Salesforce) to track customer interactions, monitor sales activities, and measure performance against targets. Lead regular pipeline reviews to manage progress and inform strategic adjustments. Qualifications
Minimum 10 years of successful B2B sales and business development experience, preferably involving digital platforms and software to legal/professional services clients. Demonstrated success in self-generated sales where opportunity creation was the primary driver of performance. Strategic mindset and strong analytical skills, with the ability to translate market insights into actionable sales strategies. Exceptional negotiation, communication, and relationship management skills. Proven ability to excel in cross-functional, collaborative team environments. Demonstrated ability to clearly articulate complex products and solutions in consultative sales contexts. Strong experience with CRM tools (e.g., Salesforce) and data-driven sales analyses. Bachelor’s degree required; MBA or equivalent advanced degree preferred. About AAA-ICDR
The American Arbitration Association and its global arm, the International Centre for Dispute Resolution (AAA-ICDR), are leaders in arbitration, mediation, and online dispute resolution. We are evolving into a digital-first, solutions-driven organization and are committed to integrity and agility in conflict resolution. We offer a competitive compensation package, including incentives, and a comprehensive benefits program (medical, dental, orthodontia, vision, student loan repayment, 403(b) with company match, pet insurance discounts, and generous paid time off). EEO Statement:
The American Arbitration Association is an equal opportunity employer (EEO) and considers all employees and applicants for positions without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, marital status, or veteran status in accordance with applicable laws. Seniority level
Executive Employment type
Full-time Job function
Sales and Business Development Industries: Legal Services
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The Vice President, DDRC Sales & Client Onboarding will drive growth and adoption of the American Arbitration Association's (AAA) Digital Dispute Resolution platform (DDRC), an AI-native solution launching in Q4 2025. This role will collaborate with AAA’s Product, Business, Marketing, and Operations industry-vertical teams (e.g., construction, healthcare) to pursue new market opportunities, proactively identify high-potential leads, build strategic partnerships, develop compelling sales collateral, manage end-to-end sales cycles, and ensure seamless client onboarding. Work Environment
This position offers a hybrid work arrangement; candidates must reside in the U.S. within 125 miles of their assigned office location. Compensation will be determined based on geographic location and includes a 20% incentive target. Compensation
New York, NY | San Francisco, CA: $185,000 to $200,000 Boston, MA | Los Angeles, CA: $164,500 - $184,000 Chicago, IL | Philadelphia, PA | San Diego, CA | Voorhees, NJ: $158,000 - $176,000 Houston, TX | Johnston, RI | Minneapolis, MN: $151,000 - $169,000 Atlanta, GA | Buffalo, NY | Dallas, TX | Fresno, CA: $148,000 - $166,400 Charlotte, NC | Miami, FL | San Antonio, TX: $140,000 - $157,000 Key Responsibilities
Proactive Sales Strategy and Execution: Lead the end-to-end DDRC sales cycle, including data analysis for prospect identification, proactive outreach, proposal development, product demos, negotiation, and deal closure. Be the first point of contact for all leads, coordinating leads with business sponsors into the DDRC product. Respond to beta client inputs from initiation to completion. Research market trends, competitive intelligence, and customer insights to develop and refine the DDRC sales strategy. Actively seek out early adopters and first-mover clients who can benefit from DDRC’s value proposition. Develop and maintain a robust sales pipeline, clearly defining target criteria and prioritizing high-potential leads. Create strategic account plans for prioritized leads, including identifying client needs, competitors, and estimated financial impact. Collaborate cross-functionally with Product, Business, Marketing, and Operations teams to create compelling sales collateral and ensure seamless client onboarding. Act as the integration point between DDRC sales initiatives and AAA’s core dispute resolution services, ensuring messaging, positioning, and operational handoffs are aligned. Lead training workshops for AAA client-facing staff to ensure understanding of DDRC’s value proposition, differentiators, and integration points for effective opportunity identification and cross-selling. Partnership Development: Work with Alliance and GTM teams to identify, establish, and nurture strategic ecosystem partnerships (e.g., law firms, referral and distributor organizations). Cultivate relationships with influential stakeholders (e.g., industry associations) to enhance market presence and credibility. Performance Monitoring & Optimization: Utilize CRM tools (e.g., Salesforce) to track customer interactions, monitor sales activities, and measure performance against targets. Lead regular pipeline reviews to manage progress and inform strategic adjustments. Qualifications
Minimum 10 years of successful B2B sales and business development experience, preferably involving digital platforms and software to legal/professional services clients. Demonstrated success in self-generated sales where opportunity creation was the primary driver of performance. Strategic mindset and strong analytical skills, with the ability to translate market insights into actionable sales strategies. Exceptional negotiation, communication, and relationship management skills. Proven ability to excel in cross-functional, collaborative team environments. Demonstrated ability to clearly articulate complex products and solutions in consultative sales contexts. Strong experience with CRM tools (e.g., Salesforce) and data-driven sales analyses. Bachelor’s degree required; MBA or equivalent advanced degree preferred. About AAA-ICDR
The American Arbitration Association and its global arm, the International Centre for Dispute Resolution (AAA-ICDR), are leaders in arbitration, mediation, and online dispute resolution. We are evolving into a digital-first, solutions-driven organization and are committed to integrity and agility in conflict resolution. We offer a competitive compensation package, including incentives, and a comprehensive benefits program (medical, dental, orthodontia, vision, student loan repayment, 403(b) with company match, pet insurance discounts, and generous paid time off). EEO Statement:
The American Arbitration Association is an equal opportunity employer (EEO) and considers all employees and applicants for positions without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, marital status, or veteran status in accordance with applicable laws. Seniority level
Executive Employment type
Full-time Job function
Sales and Business Development Industries: Legal Services
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