What are the responsibilities and job description for the Director, Mid-Market Sales position at Expert Institute?
Company Description
ABOUT US
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.
Job Description
ABOUT YOU
Expert Institute is looking for a sales professional who has experience selling to plaintiff 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, strategically partnering with law firms to help drive their bottom line, and aren’t shy about making cold calls, 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:
- Drive new business sales within their territory
- Sell a variety of contract lengths - both short-term transactional business (quick wins!) as well as longer-term trial and subscription contracts
- 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)
Core Responsibilities:
- Deliver against your territory quota by building a strong sales pipeline
- Lead outbound sales efforts through cold-calling, email 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
- Bachelor’s Degree required
- 5-10 years of experience in full-cycle B2B sales
- Proven success selling to plaintiff law firms
- Consistent achievement of sales quotas
- 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 set in cold-calling and overcoming objections
- Knowledge of Google products, and Salesforce strongly preferred
- Travel required
Additional Information
All your information will be kept confidential according to EEO guidelines.