Sales Development Representative

Walker Advertising has been a leader in legal lead generation since 1984, focusing on providing trustworthy services to law firms. The Sales Development Representative is responsible for generating qualified leads through outbound prospecting and consultative discovery, ultimately supporting the sales team in engaging potential law firm clients.

Responsibilities:

• Support the development of qualified opportunities and contribute to long-term client growth by identifying strong prospective partnerships including:
• Conduct discovery conversations to assess whether a firm is a strong fit for Walker’s programs
• Qualify practice areas such as Personal Injury and Motor Vehicle Accident
• Identify key buyer personas including Managing Partners, Firm Owners, and Marketing Leaders
• Evaluate the firm’s current marketing strategies and growth goals
• Understand intake capabilities, case values, and geographic markets
• Schedule qualified meetings with Business Development Executives within defined timelines
• Document prospect engagement and qualification criteria within Salesforce
• Maintain consistent outbound prospecting activity and track engagement in Salesforce
• Build and maintain a pipeline of qualified opportunities including meetings scheduled and held that lead to pipeline growth
• Share outreach strategies, messaging improvements, and prospect insights with the sales team
• Partner closely with Business Development Executives (BDEs) to ensure smooth handoff of qualified opportunities
• Provide context and insights from prospect conversations
• Contribute feedback that helps refine targeting, messaging, and outreach strategies
• Identify and engage prospective law firms that could benefit from Walker Advertising’s lead generation services including but not limited to:
• Conduct target account research to identify law firms that fit Walker’s ideal client profile
• Perform cold calling outreach to law firms and legal practices
• Execute personalized email prospecting along with structured outreach sequences
• Use LinkedIn prospecting and engagement to initiate conversations with legal decision makers
• Follow up on conference and event leads in a timely manner
• Identify and engage managing partners, firm owners, and legal marketing leaders
• Develop outreach messaging tailored to a firm's practice areas, market, and growth objectives

Requirements:

• Proven sales quota attainment track record
• Proficiency with Microsoft Office Suite
• 1–2 years of B2B outbound sales experience (SDR, BDR, or similar role)
• Experience prospecting through calls, email, and LinkedIn
• Experience working in high activity outbound environments
• Experience with tools and technology such as Salesforce CRM, Sales Engagement Tools (Outreach, Apollo, Gong, Hubspot, or Groove), LinkedIn Sales Navigator, Sales Intelligence tools such as Zoominfo
• Persistent and resilient in high-activity outbound environments
• Comfortable engaging business owners and senior professionals
• Curious about businesses and how they grow
• Organized and disciplined in managing outreach and CRM documentation
• Strong communicator capable of thoughtful, consultative conversations
• Bachelor's degree in Business, Marketing, Communications, Legal Studies, or related field preferred
• Associate's degree with relevant sales experience will also be considered
• Experience selling into professional services or legal markets is strongly preferred