About the role
The Business Development Executive role is a field-based position, requiring excellent face-to-face, virtual, phone, and writing skills. This territory consists exclusively of law firms. The successful candidate draws on their high level of initiative and ability to apply strong business acumen to conduct a thorough needs analysis within their accounts and develop relationships with senior leaders within each firm. The successful BDE develops trust by demonstrating their credibility with all account stakeholders through knowledge of Walker’s lead generation services.
What you'll do
Client Management and Growth:
- Develop strong and meaningful business relationships with preeminent Walker clients in order to foster long-term partnerships.
- Add value to Walker clients by training the law firm’s intake team on how to best monetize Walker leads and make improvements to their firm as a whole.
- Forecast and analyze the return on investment of Walker leads for clients on a regular basis, including intangible benefits incurred.
- Track client conversion rates with Walker leads and coach clients regularly on improving conversion.
- Strategize how to distribute limited inventory among clients based on which clients will best monetize the leads delivered and who has the most potential to grow with Walker.
- Become an asset to clients by leveraging connections and staying educated on trends in the legal field in order to bring added value to clients regularly.
- Meet with clients frequently to determine how Walker products are performing for the client and what additional Walker products will provide them even more value.
- Develop a deep understanding of average settlement values of certain case types and the strengths of Walker contracts in specific geographic areas to help clients invest in Walker products that suit the client best.
- Communicate regularly with management about client concerns and potential deals in a solutions-oriented way.
Client Prospecting:
- Explain Walker’s complex lead contracts in a simplified way to prospective clients in order to sell the product effectively and properly manage expectations about the results expected.
- Cultivate a deep understanding of Walker’s products, Walker’s top-tier clients, and Walker’s meaningful history and use that understanding to leverage substantive prospective client relationships.
- Develop and implement directed email campaigns and workflows to efficiently target a significant amount of prospective clients in different practice areas and locations on a regular basis.
- Demonstrate consistent progress toward pipeline and sales goals.
- Leverage Walker’s high conversion rates and strong reputation in the community to attract new clients.
- Effectively communicate how the return on investment with Walker products pencils out with prospective clients.
- Attend relevant conferences and seminars where prospective clients will be attending in order to make new in person connections with prospects.
- Meet or exceed all sales targets, pipeline targets, and metric targets set by management.
Qualifications
- Bachelor's degree or higher ideally with a focus in Law, Business, Finance, or Sales.
- Understanding and managing complex sales cycles.
- 5+ years of experience selling to C-levels or to business owners, ideally to law firms.
- Proven sales quota attainment track record.
- Proven new business development skills and ability to retain clients long-term.
- Proven ability to think and execute strategically.
- Excellent forecasting skills.
- Outstanding presentation, facilitation, communication, and negotiation skills.
- Proficiency with MS PowerPoint, Excel, Word, MS Teams, Zoom, and Salesforce.
- Outstanding client-focused Account Management skills.
- Excellent analytical and organizational skills.
Company benefits/perks:
- Three Weeks Paid Time Off
- Twelve Weeks of Paid Parental Leave
- Insurance - Medical, Dental, Vision, etc.
- 401(k) Retirement Savings Plan
- Wellness Initiatives/Employee Assistance Program
- Rewards and Recognition
- Career Development Opportunities
Compensation:
$140K OTE with 50/50 Split Base/Commission