Remote, Remote, United States Remote (Country) Employment

Expert Institute is hiring a Sales Director (SMB Legal Services Sales Experience Required)

Responsibilities

Develop and execute sales strategies to drive revenue growth in the SMB legal services sector.
Build and maintain strong relationships with key stakeholders, including law firms and legal departments.
Identify and pursue new business opportunities within the legal services market.
Manage a team of sales representatives, providing guidance and support to achieve sales targets.
Collaborate with marketing to develop and implement effective sales and marketing campaigns.
Analyze market trends and competitor activities to inform sales strategies.
Prepare and deliver sales presentations and proposals to potential clients.
Negotiate contracts and close deals to secure new business.
Maintain accurate sales forecasts and reports to track progress against targets.
Provide regular updates to senior management on sales performance and market conditions.
Develop and implement training programs to enhance the skills and knowledge of the sales team.
Ensure compliance with all relevant laws, regulations, and company policies.
Participate in industry events and conferences to network and build relationships.
Contribute to the development of new products and services to meet the needs of SMB legal services clients.
Manage the sales pipeline and ensure timely follow-up with potential clients.
Provide exceptional customer service to build long-term client relationships.
Identify opportunities for cross-selling and upselling to existing clients.
Conduct regular performance reviews and provide feedback to the sales team.
Stay up-to-date with industry trends and best practices in legal services sales.
Collaborate with other departments to ensure a seamless client experience.
Develop and implement strategies to improve sales efficiency and effectiveness.
Monitor and analyze sales data to identify trends and opportunities for improvement.
Provide input on pricing strategies to ensure competitiveness in the market.

Nice to Have

Experience with legal technology or legal services software.
Knowledge of legal industry regulations and compliance requirements.
Experience with legal marketing and business development strategies.
Familiarity with legal industry trends and best practices.
Experience with legal project management and process improvement.
Knowledge of legal industry pricing and billing practices.
Experience with legal industry events and conferences.
Familiarity with legal industry associations and networks.
Experience with legal industry research and analysis.
Knowledge of legal industry technology and innovation trends.

Compensation

Competitive salary and commission structure

Work Arrangement

Hybrid

Team

Directly report to the Chief Revenue Officer

What We Offer

Competitive salary and commission structure
Comprehensive benefits package, including health, dental, and vision insurance
401(k) retirement savings plan with company match
Generous paid time off and holidays
Professional development and training opportunities
Supportive and collaborative work environment
Opportunities for career growth and advancement
Flexible work arrangements, including remote work options
Access to industry-leading technology and tools
Collaborative and innovative team culture
Opportunities to work on high-impact projects
Support for work-life balance
Competitive benefits package
Opportunities for professional growth and development
Supportive and inclusive work environment
Opportunities to make a meaningful impact in the legal services industry

About Us

A leading provider of legal services and technology solutions
Committed to delivering innovative and effective legal services to our clients
Dedicated to providing exceptional customer service and support
Focused on driving growth and success in the legal services industry
A dynamic and collaborative team of legal professionals and technology experts
A leader in the legal services industry, with a strong track record of success
Committed to staying at the forefront of legal industry trends and best practices
A company that values diversity, equity, and inclusion
A company that fosters a culture of innovation and continuous improvement
A company that is dedicated to making a positive impact in the legal services industry

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About company

About Expert InstituteExpert Institute is the leading technology platform that connects litigation attorneys with expert witnesses. As the largest player in a multi-billion-dollar market, we’ve only just begun to tap into the whitespace with ~2% market share. We serve thousands of clients in all 50 states, supported by over 1M in-network experts and a support staff of 100+. Joining our team means stepping into a fast-growing, profitable, technology business at an early stage of its journey. Job Description: As a Director of Business Development, you will join an established, high-growth sales organization within a division at a pivotal early stage. You will have the autonomy to build your own book of business, identifying and capitalizing on opportunities for new business growth and account expansion. In this role, you will lead relationship development with defense & commercial law firms, insurance carriers, and in-house counsel, forging new accounts while expanding our footprint within existing relationships. This position offers strong opportunities for growth within the team.What You’ll DoBuild and maintain a robust sales pipeline through targeted outbound outreach to defense firms and insurance carriers (cold calls, networking, industry events, referrals) and inbound leads from firms in your territory.Manage inbound requests for information from law firms or insurance carriers.Lead outreach and navigation to decision makers, including managing partners, claims executives, risk leaders, practice group heads, and procurement stakeholders.Expand relationships within new and existing partner organizations, driving growth through repeat business and broader engagement.Manage the full sales cycle, from outreach and discovery through proposal, negotiation, and close.Develop sales strategies, messaging, and positioning tailored to defense and insurance audiences.Collaborate cross-functionally with operations and service delivery teams to ensure consistent value delivery to clients.Maintain deep knowledge of defense litigation trends, insurance carrier workflows, and related business challenges. Qualifications: You’re a proven B2B sales professional with a strong track record of selling directly to law firms and growing revenue with institutional clients. You understand complex buying processes and thrive on proactive outreach and solution-oriented relationship development. You’re energized by a large, untapped market, motivated by significant financial upside, and skilled at persistently moving deals from cold outreach through negotiation and close. 5+ years of full-cycle B2B sales experience, including strong results in new business development and account growth, focused on clients with long-tail close times.Proven success in selling to institutional clients, with a strong preference forthose expereinced selling into defense law firms and/or vendor-focused decision-makers within insurance carriers.Excited by and skilled in outbound prospecting (cold calling, networking, executive outreach) and consultative selling.Comfortable with long sales cycles and complex buying processes.Exceptional communication, negotiation, and relationship-building skills.Ability to operate both independently and collaboratively in a fast-paced, entrepreneurial environment.Proficiency with CRM tools (Salesforce preferred) and sales engagement technology. Additional Information: Work EnvironmentThe position offers a high level of visibility and engagement with teams across departments and locations.Benefits:Collaborative cultureStrong health, dental, and vision options as well as a significant 401(k) matchUnlimited PTO after two years of serviceAll information provided will be kept confidential in accordance with EEO guidelines.

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Job Details

Category management

Posted 5 months ago