Founding West Coast Sales Manager - Los Angeles

🚀 We’re on a mission to make real estate transactions smarter, faster, and friction-free. 🏢 Real estate is the world’s largest asset class, yet the legal processes and tools behind it remain slow, manual, and underinvested. Lawyers must review dense documents line by line and piece together information across silos, all while clients demand faster, more transparent due diligence. 🤖 That's where we come in. Orbital Copilot is the AI assistant built exclusively for commercial real estate law. Developed with former practicing real estate lawyers, it accelerates complex due diligence by up to 70% while delivering legal-grade precision. 💰 We’ve just raised a $60m Series B to accelerate our UK/US expansion. 🤝 We're trusted by leading firms like Goodwin and BCLP to remove the busywork so legal teams can focus on what they do best: applying sharp legal judgment, delivering standout client service, and getting deals over the line faster. 💡 Working at Orbital means joining a team that's reimagining how real estate transactions get done - moving fast, working collaboratively, and giving people the ownership to make a real impact from day one. THE ROLE We are looking for a Los Angeles-based Founding West Coast Sales Manager to build and lead our 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 r…