Director, Mid-Market Sales (B2B Sales Experience Required)

Company Description

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.

Job Description

ABOUT YOU

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 (pure production) role that is responsible for driving new business. We have built a strong reputation in the industry as a premium service provider and offer multiple innovative products not available elsewhere. If you are motivated by building relationships within a large addressable market, monetary rewards, strategically partnering with law firms to help drive their bottom line, and aren’t shy about making cold calls, as well as leveraging your resources and thinking critically and creatively from the initial pitch to the negotiation and close, this may be a great fit and growth opportunity for you and your career.

ABOUT THE POSITION

Our Mid-Market Sales Directors

• Tirelessly drive new business sales within their territory via personal contact
• 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, Account Executive, and Customer Success representatives 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
• Mentor and provide guidance to junior sales representatives within the territory

Qualifications

YOUR BACKGROUND

• 5-10+ years of experience in full-cycle B2B sales with proven success selling to law firms
• Consistent achievement of exceeding sales quotas
• 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%)

Additional Information

Expert Institute offers comprehensive employee benefits, designed to help meet our employees’ varying personal and family needs.

• Home Work Setup
• Medical, Dental, and Vision through Aetna
• Commuter Benefits and FSA
• 401(k) Plan with match
• Continued Education Allowance
• Employee Assistance Program
• Life Insurance, AD&D, LTD, and Supplemental Life Insurance

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