Sales Director (SMB Legal Services Sales Experience Required)

ABOUT US

Expert Institute is the nation's leading expert consulting and insights platform, helping client law firms win more cases and increase their profitability. Established in 2010, Expert Institute has grown significantly to support over 5,000 of the best law firms nationwide, across all areas of practice.

We connect litigators with top industry experts, innovative litigation research, physician consultations, and comprehensive due diligence — all delivered through our SaaS platform, Expert iQ, leveraging proprietary data and analytics, to give our client law firms a winning edge for everyone they represent

At Expert Institute, at our core, we provide exceptional tools and resources for trial attorneys. Trial attorneys who want the best outcome for their client.

Trial work is demanding and intense, and so is the work we do every day at Expert Institute.

We believe a winning spirit requires a relentless commitment to high performance and that we win as a team, and everyone on the team will do their best every day to make sure we win together.

That's a winning mindset. If you have it, we'd love to hear from you.

ABOUT YOU

Strong need to a candidate in the Southwest

Expert Institute is looking for a sales professional who has experience selling 1:1, preferably to law firms.

This is a mid-to-senior-level individual contributor role responsible for driving new business growth and managing existing accounts within a defined territory (single or multi-state). Expert Institute has established a strong reputation as the premier industry provider, offering innovative and unique products unavailable elsewhere. If you thrive on building strategic relationships in a large, addressable market, are motivated by significant financial rewards, enjoy partnering closely with law firms to enhance their profitability, and are comfortable initiating cold calls, leveraging resources, and creatively managing deals from initial outreach through negotiation and close, this position offers an exceptional opportunity for professional growth and advancement.

ABOUT THE POSITION

Our Sales Directors

• Tirelessly drive new business sales within their territory via personal contact (outbound cold calls and inbound warm leads, as well as marketing outreach and participation in industry events)
• Consider a variety of contract lengths - both short-term transactional business (quick wins!) as well as longer-term trial and subscription contracts that best serve their law firm clients
• Operate within a pod team structure, working closely with dedicated BDR within the territory to deliver a seamless client experience
• Have access to a range of sales support resources to ensure selling success (e.g. sales operations, marketing campaigns, inbound leads, and the expertise of our Research, Product, and Medical teams) but you are doing the selling.  (This is not an enterprise sales role.)

Core Responsibilities:

• Deliver against your territory quota by building a strong sales pipeline
• Lead outbound sales efforts through cold-calling, e-mail marketing, social channels, networking, virtual and in-person meetings, and participation in conferences and events
• Lead the prospect through the full sales cycle from pitch to negotiation to closing
• Travel to existing and prospective clients (and industry events) within their territory
• Mentor and provide guidance to a BDR within the territory

YOUR BACKGROUND

• 5+ years of experience in full-cycle B2B sales with proven success selling to law firms
  • Tenure in one role of at least four years
• Consistent achievement of exceeding sales quotas
• Strong administrative mastery of Salesforce and your calendar
• Selling directly to end users (lawyers, paralegals, legal administrators)
• Polished business presence and strong business acumen
• Experience conducting both virtual and in-person sales meetings
• Ability to work in a fast-paced, quickly evolving environment
• Exceptional communication skills; professionally persistent; and strong skill sets in cold-calling and overcoming objections
• Knowledge of Google products, and Salesforce strongly preferred
• Travel required (=>25%)

Expert Institute is a leading employer in our space and offers comprehensive employee benefits, designed to help support our colleagues’ varying personal and family needs.

• A Home Office setup intended to power your performance 
• Expense account for travel and entertainment
• Top-tier Medical, Dental, and Vision
• Pre-tax savings options
• 401(k) Plan with significant match
• A wealth of other benefits
• Continued Education Allowance

All your information will be kept confidential according to EEO guidelines.