Enterprise Business Development Representative

AltaClaro is the leading provider of experiential, simulation-based legal training, dedicated to transforming how lawyers develop practical skills. They are seeking a driven Business Development Representative to generate qualified meetings with decision-makers at large law firms through outbound prospecting, while also managing inbound leads and conducting discovery calls.

Responsibilities:

• Outbound Prospecting (90%): Proactively identify, research, and reach out to prospects at Am Law 200 law firms through multi-channel outreach (LinkedIn, email, phone, video)
• Inbound Lead Management (10%): Respond to and qualify inbound inquiries from marketing campaigns, webinars, and website traffic
• Book Qualified Meetings: Target of 5+ demo meetings booked per week with qualified decision-makers
• Account Research: Conduct thorough research on target accounts, understanding firm structure, recent news, strategic initiatives, and key stakeholders
• Conduct Discovery Calls: Run 15-minute discovery calls to gauge interest, understand pain points, and qualify prospects before scheduling demos
• Identify Decision-Makers: Map out buying committees and identify Professional Development leaders, Practice Group Leaders, and other key stakeholders
• Qualify Opportunities: Use qualification frameworks (BANT, MEDDIC, or similar) to ensure prospects are a good fit
• Nurture Prospects: Drip on and follow up with prospects who aren't immediately ready to buy
• Maintain Engagement: Keep prospects warm through relevant content sharing, check-ins, and relationship building
• Event Follow-Up: Follow up on leads from legal industry conferences, CLEs, and webinars
• Collaborate with Leadership: Work closely with founders and sales leadership on strategy, messaging, and feedback loops
• Partner with Marketing: Provide feedback on campaigns, content effectiveness, and market insights
• Manage Pipeline: Track all activity, prospect information, and pipeline metrics in HubSpot
• Report on KPIs: Maintain accurate records and report on activities, conversion rates, and pipeline contribution

Requirements:

• 2+ years of experience as an SDR, BDR, or in a similar sales development role
• Experience with enterprise sales and selling to complex, sophisticated buyers
• Proficiency with HubSpot or Salesforce (HubSpot strongly preferred)
• Proven multi-channel outreach skills (LinkedIn, email, phone)
• Strong written and verbal communication skills
• Experience with sales engagement tools (e.g., Outreach, SalesLoft, Apollo, LinkedIn Sales Navigator)
• Ability to quickly learn and articulate complex product offerings
• Self-starter who can work independently in a remote environment
• Background in SaaS, Legal, LegalTech, FinTech, or Financial Services
• Experience selling to law firms, professional services, banks, or regulated industries
• Experience with ABM (Account-Based Marketing) strategies