Vice President, DDRC Sales & Client Onboarding

Vice President, DDRC Sales & Client Onboarding

Location: San Francisco, CA, United States

The American Arbitration Association (AAA) 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 status as a covered veteran in accordance with applicable federal, state and local laws.

Overview

The Vice President, DDRC Sales & Client Onboarding will drive growth and adoption of the American Arbitration Association's (AAA) groundbreaking Digital Dispute Resolution platform (DDRC), an AI-native solution launching in Q4 2025. This role will collaborate closely 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 at a U.S. location 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 ongoingly 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, existing competitors (with relative view on strengths and weak points), 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 continuity and alignment in messaging, positioning, and operational handoffs.
• Lead training workshops for AAA client-facing staff to ensure understanding of DDRC's value proposition, differentiators, and integration points so that they can effectively identify opportunities and cross sell.
• Partnership Development:
• Work with Alliance and GTM team 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 defined targets.
• Lead regular pipeline review sessions to manage progress towards targets, address challenges proactively, 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 roles where opportunity creation—not lead response—was the primary driver of performance. Strategic mindset and strong analytical skills, with the ability to translate market insights into actionable sales strategies. Exceptional skills in negotiation, communication, and relationship management. Proven ability to excel in cross-functional, collaborative team environments. Demonstrated ability to clearly articulate complex products and solutions, particularly within consultative sales contexts. Strong experience using CRM tools (e.g., Salesforce) and performing actionable, 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 the world's leaders in arbitration, mediation, and online dispute resolution. As we evolve into a digital-first, solutions-driven organization, we are reshaping how the world thinks about conflict resolution—combining the integrity of our legacy with the agility of a modern tech company. Named one of the 50 best non-profits to work for by the Non-Profit Times, our employees enjoy rewarding careers in a fast-paced, results-driven environment. We offer a competitive compensation package, including incentives. Eligible employees also participate in a comprehensive benefits program that includes medical, dental, orthodontia, vision coverage, student loan repayment, 403(b) retirement plan with substantial company match, discounted pet insurance, and generous paid-time-off benefits.