Senior Market Development Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Create and implement targeted outbound prospecting strategies focused on assigned verticals, emphasizing the legal market.

• Generate new business opportunities through various channels including phone, email, LinkedIn, social media, and other prospecting platforms.

• Develop strategic outreach sequences and cultivate relationships to create qualified opportunities.

• Utilize relationships with bar associations and member-benefit partnerships to identify, engage, and convert opportunities within the legal community.

• Prospect within law firms, attorneys, legal professionals, legal technology companies, and other organizations involved in the legal industry.

• Establish connections with legal technology companies, bar associations, industry organizations, and strategic partners.

• Identify and cultivate opportunities for partnerships, associations, referrals, technology providers, and channels.

• Research target organizations, accounts, industries, and individual prospects to facilitate personalized outreach.

• Understand and communicate Tracers' data, investigative research capabilities, solutions, and value proposition effectively.

• Conduct virtual product demonstrations and sales presentations using platforms like Zoom and Microsoft Teams.

• Engage in discovery conversations to comprehend prospect needs, challenges, workflows, decision-making processes, and use cases.

• Qualify opportunities and coordinate subsequent steps with the sales organization.

• Maintain a robust pipeline through disciplined prospecting, follow-ups, and relationship building.

• Keep accurate CRM records of activities, conversations, opportunities, pipeline status, and next steps.

• Collaborate with Sales, Marketing, Partnerships, Product, and other internal teams on campaigns, messaging, targeting, demonstrations, and go-to-market strategies.

• Provide market intelligence and feedback on opportunities, competitive trends, customer needs, and strategic verticals.

• Assume increasing ownership of markets, accounts, partnerships, and strategic initiatives.

⛳️ Requirements

• Proven experience in business development, market development, sales, or a similar customer-facing revenue role, preferably in a B2B technology, SaaS, data, investigative, or information-services environment.

• Previous experience in selling legal case management software, legal research solutions, investigative technology, or other legal technology products to attorneys and law firms is highly advantageous.

• Experience in selling to or developing relationships with attorneys, law firms, legal professionals, or organizations within the legal industry is highly sought after.

• Previous involvement with bar associations, legal associations, member-benefit programs, or other professional membership organizations is beneficial.

• Experience in identifying, developing, and expanding partnership, referral, and channel relationships.

• Comfortable conducting virtual product demonstrations, presentations, and sales meetings via platforms like Zoom and Microsoft Teams.

• Proficient in utilizing CRM platforms for managing prospects, documenting activities, tracking opportunities, and maintaining disciplined follow-up schedules.

• Strong outbound prospecting skills across various channels including phone, email, LinkedIn, social media, and other sales engagement avenues.

• Ability to research prospective accounts and decision-makers and translate findings into thoughtful, personalized outreach.

• Strong skills in discovery and consultative selling.

• Excellent written and verbal communication abilities.

• Comfortable learning about technical products, data solutions, and investigative workflows, and conveying complex capabilities in terms of clear business value.

• Highly organized and self-motivated, capable of managing multiple prospects, opportunities, partnerships, and follow-up tasks concurrently.

• Entrepreneurial mindset with a willingness to experiment with new messaging, prospecting strategies, verticals, partnerships, and go-to-market approaches.

• Proven ability to build relationships over time and develop opportunities that may require multiple touchpoints and longer sales cycles.

• Collaborative mindset with the capacity to work effectively alongside Sales, Marketing, Partnerships, Product, and other internal teams.

• Track record of achieving or surpassing activity, pipeline development, qualified opportunity, or other sales performance metrics.

🏝️ Benefits

• Flexible PTO

• 401k

• 401k match

• Medical/Life Insurance/Dental/Vision