Description
You are looking for a job that will truly engage you.
You have an entrepreneurial, independent spirit and can make things happen in a fast-paced startup environment. You want to grow and be challenged, but above all, you want to work towards a mission, and for your work to have meaning.
We’re Darrow, a fast-growing legal tech startup with an open, action-based culture unlike any other. We are committed to pursuing our vision of "frictionless justice" using advanced Machine Learning & AI to revolutionize the justice system.
Our mission is about justice at scale: imagine walking into work every day knowing that you’re not only advancing your career but making a positive impact on the world. Darrow has more than 120 team members in Tel Aviv, New York, Miami, and Arizona and is backed by world-class investors: Georgian, F2 Venture Capital, Entree Capital, NFX, and Y Combinator.
Our team is expanding, and we are looking for a Strategic Enterprise Partnership Manager to join us.
Not Your Typical Role
As the Strategic Enterprise Partnership Manager, you'll play a key role in shaping Darrow's new enterprise offering and driving all go-to-market activities. You’ll be central to our mission of delivering impactful legal solutions at scale. The ideal candidate will have significant experience in selling software, products, or services to Fortune 500 companies, with a strong ability to engage C-level executives (e.g., General Counsels, Chief Compliance Officers, CISOs). We’re looking for a self-motivated leader with a passion for excellence.
At Darrow, there is no one way of doing things. We are open to new ideas, and we encourage creativity, new initiatives, and entrepreneurial minds.
Responsibilities
- Go-To-Market (GTM) Strategy Development:
- Develop and implement a comprehensive GTM strategy, including defining funnel stages and tactics.
- Determine ideal customer profiles and tailor strategies accordingly.
Leading Pipeline Management:
- Source and identify potential partners within Fortune 500 companies.
- Reach out, schedule, follow up, and nurture relationships with potential Partners.
- Negotiate, close, and develop impactful design partnerships from value discovery to delivery.
Product Collaboration:
- Support the development and execution of our enterprise offering and product strategy to enhance user experience.
- Work closely with Darrow’s Product and Legal Data teams to refine product features based on partner and market demands, and provide market insights to scale our product to meet enterprise needs.
Pricing Strategy:
- Collaborate with Darrow’s finance team & pricing experts to build and refine pricing strategies that align with market expectations and company goals.
- Ensure pricing reflects the value delivered to clients.
GTM Coordination:
- Guide Darrow’s go-to-market team in creating compelling content, materials, presentations, and collateral that resonate with target partners.
Requirements
Experience:
- Minimum of 7 years of experience in selling software, products, or services to Fortune 500 companies.
- Proven track record of engaging and selling to C-level executives such as corporate secretaries, general counsels, chief compliance officers, and CISOs.
- Demonstrated success in building and managing strategic partnerships.
- Experience in building strategic narratives, visualization, business cases and business models.
Skills and Competencies:
- Relationship Building: Exceptional interpersonal skills and strong relationship-building ability and initiator approach.
- Negotiation Skills: Strong negotiation and closing abilities.
- Strategic Thinking: Ability to develop and implement long-term business strategies.
- Ownership: Track record of taking projects from A to Z - we really value and recognize our self-starters.
- Collaboration: Proven experience working cross-functionally with product, finance, marketing, and other teams.
- Communication: Excellent verbal and written communication skills.
- Analytical Skills: Ability to analyze market data and translate insights into actionable strategies.
Education:
- Bachelor's degree in Business, Marketing, or a related field. MBA or advanced degree is a plus.
Preferred:
- Experience in the legal tech industry.
- Familiarity with AI and Machine Learning solutions.
- Background in startup environments with a focus on rapid growth and scalability.
At Darrow, you will find a place where your ideas are valued, your growth is nurtured, and your contributions make a real difference. If you're ready to take on a role that's not just a job but a mission, we'd love to hear from you.
Benefits
- Medical, Dental & Vision insurance for you and your dependents.
- $150 weekly Grubhub credit for lunches.
- Unlimited paid time off policy.
- Hybrid work model - onsite 3 days/week.
- Eligibility to participate in a stock option plan to give our employees a direct stake in Darrow’s success.
- Darrow provides a reasonable range of compensation. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific office location. The range of pay (base salary) for this role is $120,000 - $180,000.
* Please note that if the years of experience are lower than the required qualifications, the salary range may be adjusted accordingly.
