Mid-Market Account Executive
$85,000–$100,000 year
RemoteCalifornia, United States
Job Summary
Conduct outside sales to secure new and expand existing Attorney and Law Firm clients for subpoena-based records retrieval services. Identify viable prospects from directories, databases, and networking, then convert them into new clients while offering continuing legal education opportunities. Maintain accurate client details in the CRM, forecast opportunities, and prepare weekly, monthly, and quarterly reports as directed by the EVP of Sales and Regional Manager. Recognize market conditions and litigation discovery phases to anticipate client needs. Required to be in the field 2-3 times weekly, meet established sales goals, and maintain high-level confidentiality.
Required Qualifications
- High School diploma or GED
- A minimum of 5 years of professional solutions-based outside sales experience in a fast-paced, multifaceted attorney service or legal environment or equivalent combination of education and experience
- Successful track record in developing and executing strategic business development action plans within a prescribed territory and generating SARG (same account revenue growth) from existing client base by leveraging cross-selling opportunities and other best practices
- Qualifying New Business - Identifying and initiating contact with all decision-makers, securing initial client visits with all qualified prospects
- Securing New Business – Converting prospects into new clients and growing additional business with existing clients
- Champion for exceptional customer service in providing business solutions to anticipate and meet client base needs
- A commitment to excellence and to making a difference; results-driven, improvement-focused, and action-oriented self-starter who can oversee various responsibilities simultaneously and proactively and continually look for a better way of doing things
- Required to be in the field at least 2-3 times weekly
- Maintain all account and client detail information accurately in our Customer Relationship Management System (CRM), including solid account management habits, opportunity identification, and forecasting
- Recognizing and expanding on market conditions and the discovery phase of litigation
- Maintain high-level confidentiality concerning all internal and external matters and other material as deemed necessary
- Meet or exceed established sales goals and objectives as prescribed by the EVP of Sales and Regional Manager
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