Cockpit Counsel

Getting Legal and Sales on the Same Page with Caroline McCarthy



Legal, sales, it’s time to align. It may seem like your teams have competing goal - but that’s not the whole picture. In this episode of Cockpit Counsel, Tim Parilla sits down with Caroline McCarthy, LinkSquares Director of Sales, to discuss the importance of sales/legal relationship.


  • 00:00 Introduction
  • 00:45 What is your preflight ritual?
  • 01:14 Tell us a bit about your career path and what brought you to LinkSquares?
  • 03:10 How has your role developed as the company has grown?
  • 04:24 What’s your favorite part about developing and building teams? 
  • 06:08 What have you experienced as your sales and revenue teams have grown?
  • 07:19 How have you successfully built relationships across the organization?
  • 09:09 What does a successful relationship look like to you between the sales and legal team?
  • 11:13 How has working for a legal tech company changed the type of relationship you maintain with the legal team in comparison to prior experiences?
  • 15:00 Can you speak about your experience as a woman working in a male-dominated field?
  • 21:23 What tip would you give to lawyers on how to communicate with ales more effectively?
  • 25:18 How would you describe your personal brand within the organization?
  • 26:56 How to refresh a strained relationship between legal and sales, any tips for managing expectations?
  • 30:23 Do you see value in having legal participation in celebrations amongst the sales team? How does your team enjoy or benefit from these celebrations?


Tim Parilla Headshot
Tim ParillaChief Legal Officer, LinkSquares
Caroline McCarthy headshot
Caroline McCarthySales Director, LinkSquares

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