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