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About the Role
The Associate role is a high-impact position designed for individuals looking to accelerate their career in legal sales. As an Associate, you will be responsible for driving the initial stages of the sales cycle, from outbound prospecting to closing trial accounts. This role serves as a critical talent pipeline, with a structured 12-24 month path toward promotion to Sales Director (SD).
Responsibilities
- Execute outbound prospecting strategies to identify and engage new legal firm leads, including cold calling and self-sourcing meetings.
- Manage and close inbound leads to maintain a healthy sales pipeline.
- Own a full-cycle, transactional sales process from first touch to close, aggressively following up on open pipeline to keep deals moving.
- Lead trial closing efforts, ensuring a seamless transition from initial interest to platform adoption.
- Consistently meet success KPIs, including call volume, transaction counts, and trial starts, to qualify for promotion.
Requirements
- Prior experience in a fast-paced transactional sales organization, ideally as a top performing SDR/BDR, or SMB AE.
- Comfort and confidence picking up the phone; cold calling is core to this role.
- A hunter mentality: proactively book own meetings rather than relying solely on inbound or marketing-sourced leads.
- Strong communication and presentation skills with the ability to lead client meetings confidently.
- Highly organized with strong attention to detail and follow-through.
- Collaborative mindset with experience working cross-functionally across sales and customer-facing teams.
Skills
- Cold calling
- Sales prospecting
- Lead management
- Full-cycle sales
- Pipeline management
- Communication skills
- Presentation skills
- Organization
- Attention to detail
- Follow-through
- Collaboration
Work Type
- Decentralized
- Physically remote
Experience Level
- Associate
- Sales Director (SD)
- Sales Director (Account Executive)
About the Company
- Expert Institute is the nation's leading expert consulting and insights platform, helping plaintiff firms win more cases and increase their profitability.
- Established in 2010, Expert Institute has supported over 5,000 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, we give plaintiff firms a winning edge.