Inside Sales Representative, Martindale Avvo Leads

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� Description

• • Drive revenue growth for the largest legal marketing network in North America by converting warm, pre-qualified legal prospects into long-term Martindale Avvo Leads clients. You will own the full inside sales cycle—from first call to signed contract—while partnering with attorneys and law-firm decision-makers who are actively seeking new case opportunities.
• • Manage a high-velocity pipeline of 150–200 inbound leads per month generated by our flagship sites (Martindale.com, Avvo.com, Lawyers.com, Nolo.com, and Ngagelive.com). Each lead is pre-vetted for practice-area fit, geography, and case value, giving you a head start on every conversation.
• • Run consultative discovery calls that uncover a firm’s growth goals, ideal client profile, and budget parameters. Translate those insights into tailored lead packages and pricing recommendations that demonstrate clear ROI—often within the first 30 days of service.
• • Deliver remote product demos via Zoom, showcasing the Martindale Avvo Leads dashboard, real-time lead delivery, and filtering tools. Customize each demo to the prospect’s top practice areas—Personal Injury, Family Law, Criminal Defense, Immigration, Workers’ Comp, and more—to prove immediate relevance.
• • Close new business at or above a monthly quota of $40K in annualized contract value while maintaining a win rate ≥ 25 %. Use Salesforce to log activities, forecast revenue, and trigger automated onboarding workflows that ensure a seamless hand-off to Client Success.
• • Collaborate daily with Marketing to A/B-test email sequences, refine ICP targeting, and surface lead-quality feedback that improves upstream campaigns. Your frontline insights directly influence ad spend and content strategy across five high-traffic legal brands.
• • Partner with Client Success and Product teams to identify upsell opportunities—such as expanding from PI leads into Mass Tort or adding Live-Chat intake services—driving incremental ARR and deepening attorney relationships.
• • Maintain expert-level fluency in legal-industry trends, state-bar advertising rules, and competitor offerings. Translate that knowledge into objection-handling scripts and battle cards that shorten sales cycles and elevate trust.
• • Participate in weekly “Win Wire” sessions where top performers dissect successful deals, share talk-track refinements, and crowd-source solutions to complex pricing negotiations. Continuous improvement is baked into our culture.
• • Contribute to the creation of case studies and testimonials by capturing early client wins. Your stories will fuel the next wave of marketing campaigns and serve as proof points for prospects sitting on the fence.
• • Work a hybrid schedule—three days in our modern Pleasanton, CA office for team huddles and live coaching, two days remote for focused prospecting and closing. High-speed internet, noise-canceling headset, and distraction-free home office are essential.
• • Represent the Martindale Avvo brand with the highest ethical standards. Every interaction must reinforce our reputation as the most trusted legal marketing partner in the industry.

� Requirements

• • 1–3 years of quota-carrying inside sales experience in a B2B SaaS, lead-gen, or digital-marketing environment
• • Proven track record of meeting or exceeding $30K+ monthly revenue targets
• • Bachelor’s degree or equivalent professional experience
• • CRM power user—Salesforce preferred—with accurate pipeline hygiene
• • Nice-to-have: prior experience selling to attorneys, law firms, or other professional-services clients

️ Benefits

• • Competitive base salary of $40K plus uncapped commission—top performers earn $90K–$110K first year
• • Hybrid flexibility: three days in modern Pleasanton office, two days work-from-home
• • Comprehensive medical, dental, and vision coverage starting day one
• • 401(k) with company match, employee stock purchase plan, and annual performance bonus
• • Career path into Senior ISR, Account Executive, or Sales Leadership with paid training and mentorship