Account Sales Executive

Records On Time is a nationwide medical record retrieval company seeking a highly motivated Account Executive to sell their services to personal injury law firms across the U.S. The role involves managing the full sales cycle, from cold calling to closing deals, while building a personal sales pipeline and collaborating with internal teams.

Responsibilities:

• Cold Call - Contact law firms across the U.S. (160+ calls per day), identifying potential clients and securing appointments to discuss our solutions
• Conduct Discovery - Run discovery calls and meetings to uncover operational pain points, record volumes, and areas for efficiency improvement
• Build Pipeline - Maintain an active sales pipeline with all activities and opportunities recorded accurately in our CRM in real time
• Pitch & Demo - Present our medical record retrieval solution over the phone and through virtual demos, focusing on value, ROI, and workflow improvements
• Close - Navigate objections and secure firm commitments in sales meetings
• Collaborate - Work with internal teams (operations, onboarding, marketing) to ensure seamless transitions from sale to client onboarding
• Attend Events - Represent Records On Time at up to 6 legal industry events per year to network, generate leads, and build relationships
• Local Travel - Visit law firms in your area for face-to-face meetings to generate business and strengthen relationships with prospective clients

Requirements:

• 2+ years - Successful cold calling and B2B sales experience with a proven track record of closing deals and exceeding targets
• Consultative selling - Ability to present value, not just features. Understands how to connect a solution to a prospect's specific pain points
• Resilient and rejection-proof - Thrives in high-volume outreach environments and handles rejection without losing momentum. Understands that persistence drives results
• Coachable - Receptive to feedback and coaching with a willingness to implement direction quickly. Takes constructive criticism as an opportunity to improve
• Self-disciplined - Proven ability to manage a full workday independently in a remote environment without direct supervision. Maintains consistent daily productivity
• Strong communicator - Exceptional verbal and written communication skills. Comfortable presenting to decision-makers via Microsoft Teams
• Willing to travel - Available for up to 6 in-person legal events per year across the nation and local travel to law firms for face-to-face meetings
• Industry experience - Background in legal services, SaaS, or medical records/healthcare
• CRM proficiency - HubSpot or similar CRM experience with a habit of logging all activity in real time, not backfilling at end of day
• Prospecting tools - ZoomInfo or similar tool experience — ability to research and pre-qualify accounts before outreach
• Pipeline management - Highly organized with experience managing and prioritizing a large volume of prospects at various stages