Director of client growth

Last year, 83 out of every 100 families who sat down with us hired us. However, our conversion rate from leads to the end engagement is only 3.5%. Do you see the gap? Coastal Legacy Law is looking for two things in our Director of Client Growth: genuine warmth with families at one of the hardest moments of their lives, and true comfort with the numbers (sales) behind how those families are served. Coastal Legacy Law is an estate planning and elder law firm serving families across Volusia County and all of Florida.

A woman calls on a Tuesday. Her dad was diagnosed with dementia three years ago. There is a folder of paperwork neither she nor her mom understands, left untouched because it was easier to brush it under the rug, and now his care is asking more of them than they can give. She does not live near them and feels lost and a little helpless. She is already counting doctor costs and nursing home costs, and now she is wondering what this is going to cost too. What happens in the next ten minutes decides whether that family ever gets the right help. Your job is to make sure those ten minutes go well every time, no matter who on our team is the first point of contact.

Families come to us when someone is aging, when a diagnosis has been made, or when they have finally decided to stop putting planning off. Many of them want the cheapest option, which is usually the one that leaves their family facing court and conflict later, so how we handle those first conversations often decides whether they get the help they deserve at all. We are hiring a Director of Client Growth to lead that part of the firm.

What that looks like day to day: You coach the whole firm on the conversations that win or lose clients: attorneys, intake, client relations. Selling here is not one department's job; it just looks different in each one. And you know, from the data, which of those conversations are going wrong and where. You tell an attorney their consultation attendance has slipped, in a way that makes them want to fix it, though they do not report to you. You use the reporting to develop people rather than to micromanage them. Six months from now, that 3.5% should be significantly higher, and the team should be able to tell you exactly why it moved. You report to our COO and work shoulder to shoulder with our Director of Marketing, our attorneys, and the rest of our team.

This is not a high-pressure sales role. Families get clear information and honest guidance from us, never fear tactics. We do not accept everyone, and we are protective of our team. If someone is not right for us, we tell them. We share our prices openly along with the value behind them, because we are not cheap. That is why clients send us their friends. If that does not sound like how you work, this is not the right firm for you.

WHAT WE OFFER:

• $85,000 to $90,000 base
• 21 paid days off (holidays plus discretionary days), plus flexible time off
• 401(k) with up to a 5% employer match after one year
• $300 a month healthcare stipend
• A free estate plan after 6 months of full-time employment
• Fully remote from Florida or North Carolina

Location: PLEASE READ CAREFULLY. This role is remote, but you must live in Florida or North Carolina. We have a strong preference for candidates within driving distance of our offices in DeLand or New Smyrna Beach, Florida, who can come in for training, team days, and local networking. For the right person in either state, the role is genuinely remote.

A VIDEO IS REQUIRED TO APPLY. All applicants must submit a short video answering three questions. The questions are in the application email. Applications without the video will not be reviewed. A simple, professional recording from your phone or computer is fine (we are not looking for production quality).

Lead and develop the intake team, starting with our Consultation Coordinator (intake), and growing the team as the firm grows. Own conversion end to end: lead response time, consultation scheduling and attendance, follow-up, and the engagement rate. Coach our attorneys on their consultation and engagement numbers. They do not report to you, so this is influence you earn rather than authority you are handed. Coach the rest of the team on the numbers they own: Client Relations and Legacy Care Planning on engagement and re-engagement into memberships. Sit in on our workshops and give the team the feedback that lifts engagement coming out of them. Own the third-party vendors who touch our families, starting with our answering service: hold them to our standards, give them real feedback, and coach them the way you would our own people, because the family on the phone cannot tell the difference.

Design and document the intake process so every family gets the same experience, whoever is delivering it. Build and analyze the reporting: know which numbers matter, read the trend behind them, and hold the team to them. Daily checks, weekly and monthly reviews, so a slip shows up in days rather than at month-end. Run a weekly 30-minute KPI review that ends with named owners and deadlines. Hold weekly or biweekly 1:1s with your direct reports, and keep a standing coaching rhythm with the attorneys and departments you do not manage. Use AI to sharpen coaching, workflows, and throughput, and know where it helps and where it does not. Forecast and plan: keep a rolling view of expected engagements and revenue, tell leadership early when the trend will miss the plan, and make the case for what growth will take in people and tools.

Required

• You have built or rebuilt a team that sold with warmth, and you can show us the numbers: what they were when you arrived, what they were when you left, and what you changed.
• You have owned an outcome end to end, not just executed someone else's plan.
• You are strong with data.
• You are confident in spreadsheets; you read KPIs and spot what a trend is telling you, and you can build or edit the reporting yourself.
• You have improved the performance of people who did not report to you.
• You use AI in your actual work, and you know when not to rely on it.
• You live in Florida or North Carolina.

Preferred

• You have held an outsourced team or vendor to a service standard, not just managed direct reports.
• You have worked in a law firm, ideally estate planning or elder law.
• You live within driving distance of DeLand or New Smyrna Beach, Florida.
• You have built agents or automations yourself.
• You'll notice that we are not asking for a specific number of years. We are asking for evidence.
• If your experience is in hospice, senior living, home care, healthcare navigation, financial advisory, or nonprofit development rather than law, we want to hear from you.
• What matters is that you have led people who serve families at a difficult moment, and that you made it measurably better.